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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Predictable Prospecting's Podcast






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May 18, 2021

Contact management matters, maybe more than you already know. Today’s guest knows it, which is why he goes out of his way to learn and understand even more about the business he’s in on a regular basis. Today, you’ll hear about Jon Ferrara, founder and CEO of Nimble. Listen in to learn more about his history, what Nimble does and how it can help, and some of the many things that Jon knows about CRM and content management.

Episode Highlights:

  • History of CRM and contact management
  • How long Jon has been running Nimble
  • Nimble’s relationship with Microsoft
  • Where sales professionals are today
  • Tools and processes for building relationships
  • Why you need a process for serving others
  • Nimble’s discount code: JON40
  • How a Twitter comment shifted into LinkedIn, email, and Jon’s calendar
  • Working on staying top of mind to prospects, customers, and influencers


Jon Ferrara


Apr 13, 2021

Word of mouth recommendation has always been an important part of sales. Testimonials are vital. So of course, if you can find a way to leverage customer testimonials in your sales process, you can sell more effectively and close faster. Sam Shepler’s company helps you do just that. Sam is the founder and CEO of Testimonial Hero, and in today’s episode, you’ll learn more about that company and what they do. Listen in to learn why Sam decided to start Testimonial Hero, why video testimonials are so important, and what the Testimonial Hero process is like. 

Episode Highlights:

  • Why Sam decided to start a company dedicated to testimonials
  • What Sam was doing before Testimonial Hero
  • Why Sam specializes in video testimonials
  • How COVID changed things for Sam’s company
  • What the process is like after testimonials are sent in
  • What kicks a service like Sam’s into high gear
  • Who can benefit from Sam’s service
  • The specific benefits of video
  • The process and timeline for Sam’s team
  • How listeners can learn more about Testimonial Hero


Sam Shepler

Testimonial Hero

Apr 6, 2021

Compelling presentations are always difficult to create, but they’re an essential part of sales. And now there’s something that can help you organize and curate your various slides and get them ready to become a compelling presentation. Today you’re going to hear from James Ontra, the creator of the presentation management platform and communication strategy hub Shufflrr. Learn how Shufflr works, the different ways that it can help, and what inspired James to create Shufflrr in the first place. 

Episode Highlights:

  • Whether presentation management is a part of pitch decks
  • How things are changing with COVID and how Shufflrr helps
  • Why people need a library of slides
  • How the speaker notes work
  • Getting metrics from slide usage
  • How to get started with curating slides
  • James’s favorite onboarding experience
  • Whether marketing drives the collection of assets
  • Getting copies of a presentation
  • What inspired James to develop Shufflrr
  • How to check out Shufflrr


James Ontra


Mar 30, 2021

What do farming and sales have to do with each other, and why would you want to read a sales book written like an almanac? Today’s guest has thoughts about the connections between harvesting and sales, which is why he wrote the book Revenue Harvest: A Sales Leader’s Guide for Planning the Perfect Year. Listen in to hear more about Nigel’s work, where he gets started with his clients, and why he decided to write his book the way that he did.

Episode Highlights:

  • What Nigel does
  • What equity-backed means to Nigel
  • Nigel’s international clients
  • Where Nigel gets started with advising companies
  • How well the companies that Nigel works with know their audiences
  • How long Nigel works with clients
  • What prompted Nigel to put sales advice into a book that reads like an almanac
  • The problem with taking a short-term view
  • Where to find Nigel online
  • Nigel’s six-step hiring process


Nigel Green

Revenue Harvest

Jan 5, 2021

In an environment where many, if not most, businesses are suffering, how does a company grow by 300% during a pandemic? Today’s guest made it happen, and he wrote a book about it. Listen in to today’s episode to hear Marylou interview Brandon Bornancin, the entrepreneur who founded Seamless.AI and the author of the soon-to-be-released book Whatever It Takes: Master the Habits to Transform Your Business, Relationships, and Life. Listen in to hear Brandon discuss what happened to prompt him to write his book, how his company grew during the pandemic, and why it’s important to go all out for success. 

Episode Highlights:

  • Brandon’s book
  • What happened to Brandon that resulted in him writing his book
  • What Brandon’s company did to grow 300% in a pandemic
  • The daily and weekly rhythms Brandon’s company used to enact their pandemic plan
  • The okay-hour system
  • Going all out for success


Brandon Bornancin

Whatever It Takes: Master the Habits to Transform Your Business, Relationships, and Life

Dec 30, 2020

What is the best way to align sales and marketing for revenue growth? Today’s guest has answers. Darrell Amy is the author of the book The Revenue Growth Engine: How to Align Sales and Marketing to Accelerate Growth. Listen in to hear what Darrell has to say about the importance of processes, the power of interest, and the messaging of sales and marketing alignment.

Episode Highlights:

  • What got Darrell interested in writing a book
  • The alignment between marking and sales and revenue growth
  • The revenue growth engine processes
  • The core numbers a business needs to know
  • The power of interest
  • The messaging of marketing and sales alignment
  • How to get a focused message in a large company
  • The step by step process outlined in Darrell’s book
  • The tools available on Darrell’s website


Revenue Growth Engine

Text “revenue” to 21000

Nov 17, 2020

What’s the best way to sell services? How does selling services differ from selling products? How can you convince a prospect that a particular professional service is right for them? Today’s guest is Liston Witherill, and his message is: serve, don’t sell. Listen in to hear what Liston has to say about what “serve, don’t sell” means, what the success path for selling services is, and the four steps that he recommends. 

Episode Highlights:

  • Why Liston got into professional services
  • The success path for selling services
  • What “serve, don’t sell” means
  • Understanding that you’re adding value
  • Drawing the map
  • Understanding clients’ motivation
  • Helping people make decisions
  • Showing what’s possible
  • Which slides should be in your slide deck
  • Asking questions that demonstrate that you understand the prospect’s problem
  • Case studies and testimonials
  • What’s in Liston’s training


Serve Don’t Sell

Modern Sales Podcast

Nov 3, 2020

What is authentic persuasion? How do you build a rapport with a prospect? What does empathy have to do with making a sale? These are some of the questions that today’s guest will answer. Jason Cutter is the founder and CEO of Cutter Consulting Group and the author of the book Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker. Listen in to today’s episode to hear Jason talk about his book, the persuasion framework, and how to blend urgency, empathy, and rapport when talking to a prospect. 

Episode Highlights:

  • How Jason came up with the title of his book
  • Where to start becoming more authentic and persuasive
  • How you add value in sales
  • Where Jason was before he got into sales
  • The sales success fundamentals that every sales conversation has to have
  • The persuasion framework
  • Methods for building rapport
  • Active listening
  • Blending urgency with rapport and empathy
  • Finding out why the person wants to buy
  • How intangibles factor into the sale
  • What authenticity and persuasion have to do with the referral process
  • Where listeners can learn more about Jason


Jason Cutter

Cutter Consulting Group

Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker

Oct 27, 2020

What do you know about team selling? What are the advantages to approaching sales from a team position? In today’s episode, you’ll hear from Trish Bertuzzi, founder and CEO of The Bridge Group and author of The Sales Development Playbook. Listen in to hear what Trish has to say about what team selling models look like, what the benefits of the team selling approaches are, and how you can start thinking about team selling as an option in your business.

Episode Highlights: 

  • What team selling means
  • What a team selling model looks like
  • Hybrid roles
  • How to start looking at team selling as an option
  • Different versions of team selling
  • Developing a team sales strategy that makes sense for you
  • What account hierarchy looks like
  • The continuity of team selling
  • What you can learn from being part of a team
  • Why you need to think differently about your selling model
  • Where sales goes from here


Trish Bertuzzi

The Bridge Group

Oct 20, 2020

Following up is a vital part of the sales process that is often overlooked. Are you following up when you should be? What are the best strategies for following up? What method of follow up is most popular – and is the most popular method really the best method? To learn more, listen to today’s episode in which you’ll hear from Jeff Shore, who’s recently released a book geared toward giving you the information that you need to know about the importance of and best practices for follow up.

Episode Highlights: 

  • Why Jeff wrote his new book, Follow Up and Close the Sale
  • How the book is organized
  • What follow up isn’t
  • What follow up is for
  • How follow up shows customers how much we care
  • The strategy of follow up
  • Why email shouldn’t be the number one method of follow up
  • Jeff’s definition of the lead conversion hour
  • How to get immersed in the follow up process
  • The story of Bill Porter
  • The knee of the curve


Follow Up and Close the Sale: Make Easy (and Effective) Follow-Up Your Winning Habit

Oct 13, 2020

Over the years, it’s become more and more obvious that the subscription model is a viable business model for any number of products and services. How can you develop a membership mindset? What can successful subscription models teach you about sales? Today’s guest is the expert on the subject. Listen in to hear from Robbie Kellman Baxter, author of The Membership Economy and the new book The Forever Transaction. In today’s episode, Robbie discusses her background and qualification, what she knows about cultivating good customers, and what listeners can do to get started on a membership mindset. 

Episode Highlights: 

  • How Robbie came to be an expert in her subject
  • Parallels to the SAAS world in Robbie’s process
  • B to C companies vs B to B companies
  • How Robbie decided to write her book
  • Where to get started with a membership mindset
  • Indicators of good customers
  • Putting customers on a path to success
  • Whether surveys important at looking at where clients are
  • Top three things listeners can do to get started
  • The difference between customer support and customer success


Robbie Kellman Baxter

The Forever Transaction

Aug 18, 2020

Sales is more than numbers, quotas, and commissions, but it can be easy to lose sight of the value that you can bring to others through sales. Today’s guest is here to talk about going beyond the numbers and embracing service through sales. 

Clancy Clark is the author of a book called Selling by Serving: Find Fulfillment in Your Career and Sell More Than You Ever Thought Possible. He’s also the author behind a method that he uses for selling and speaking and coaching that teaches about how to have a more fulfilling sales career. Listen in to hear what Clancy has to say about the steps of his method, the role of empathy in sales, and how listeners can learn how to apply Clancy’s methods. 

Episode Highlights: 

  • How intuition and being human are the precursors for Clancy’s book
  • How Clancy was able to create a series of steps for selling by serving
  • Whether the steps should be followed in a particular order
  • How empathy on the part of salespeople will factor into sales post-Covid-19
  • Looking at sales as a way of helping people
  • Sincerity in sales
  • The ways that listeners can learn about how to apply Clancy’s steps in their practice
  • Method vs. Mastery


Clancy Clark

Jun 9, 2020

Succeeding at the top of the funnel requires some out-of-the-box thinking, and that’s what today’s guest has skill and experience with. Max Traylor offers his clients productized consulting services and is the author of a new book called Agency Survival Guide. In today’s episode, Max discusses the impetus for the book, how he got into productized consulting, and why he uses the agency framing to talk about his clients. 

Episode Highlights: 

  • The impetus for Max’s book
  • How Max first started to get residual passive income
  • Blending consistency and customizability
  • What Max discovered interviewing people on his podcast
  • Separating strategy from implementation
  • Three stages to residual income
  • Why Max uses the agency framing
  • The importance of a healthy balance in clients
  • How Max plans to socialize the book
  • Where listeners can find Max’s book


Max Traylor

May 12, 2020

As you start to think about what marketing and sales might look like in a post-COVID-19 world, it’s worth considering how you can be more prepared for another similar type of event. We’ve seen that the world can change overnight, and that often means changing your message, strategy, and even the channels that you use to communicate with your contacts.

Kendra Lee is the founder and President of KLA Group out of Denver. Today, she joins the podcast to talk about the habits, workflows, tools, and other things that you can do on a daily basis that would prepare you for some event like this.

Episode Highlights: 

  • What type of work Kendra does with clients
  • Why the work that Kendra does is important
  • Leveraging the different technologies and channels available to you when you need to shift your message
  • How the personas change when the message or channel changes
  • What to do when you lose a channel or it becomes less effective
  • Thinking strategically about the conversations that you need to have
  • Involvement in the nurture sequence side of things
  • Supporting sales reps
  • Kendra’s favorite spots in the bottom of the funnel
  • Kendra’s upcoming goals


KLA Group

May 5, 2020

Whether you’re new to sales or you’ve been in the game for a while and you’re looking for a way to achieve sales mastery, today’s guest has some ideas for you Simon Portwain is the author of a new book, Sales Icon: Selling in the Shadows.

Simon joins the podcast today to talk about some of the ideas that he covers in his book. Listen in to hear what he has to say about sales momentum, developing a sales journey plan, and transitioners for salespeople. 

Episode Highlights: 

  • Why Simon was motivated to write this book
  • What sales momentum is
  • The framework around sales momentum
  • How sales journey plans develop
  • Where sales journey plans start
  • What influences sales activity
  • How momentum and journey are linked to transitioners
  • Finding your success formula


Simon Portwain

Sales Icon: Selling in the Shadows – Amazon

Sales Icon: Selling in the Shadows – Barnes and Noble

Email Simon: 

Dec 3, 2019

Is selling just a job, or is it a lifestyle? Is it possible that people normally seen as innovators are really just masters of sales? These are some of the topics addressed by today’s guest. Michael Hageloh is the author of the book Live from Cupertino. Michael spent 22 years working with Apple, then turned his attention to working with entrepreneurial startups. Listen to today’s episode to hear what Michael has to say about applying strategy to process, the importance of practice, and how practice applies to the concepts that Michael explains in his book. 

Episode Highlights:

  • Where Michael’s work fits in along the pipeline
  • Applying strategy to process
  • How practice applies to the concepts in Michael’s book
  • How to put together a conversation to practice the conversation
  • Selling as a lifestyle
  • Disruptive revolution
  • Building connections that lead to relationships
  • Understanding the outlier
  • How goals are one part of a system 


Live from Cupertino

Oct 29, 2019

How are C-Suite buyers different from the typical inbound lead buyers? How is the conversation different with these different types of buyers? Today’s guest is Skip Miller, sales training expert, President of M3 Learning, and author. In today’s episode, Skip discusses ideas from his new book Selling Above and Below the Line: Convince the C-Suite. Win Over Management. Secure the Sale. Listen in to learn more about the difference between above the line and below the lines sales, tools you can use to create an above the line narrative, and what to focus in in above the line conversations. 

Episode Highlights: 

  • Whether an SDR is naturally inclined to prefer inbound
  • The different languages above and below the line
  • Different value propositions for buyers above and below the line
  • Tools to create an above the line narrative
  • Whether inbounds are typically above or below the line
  • Use cases where getting people to go above shortens the lag of time
  • What above the line conversations focus on
  • When to discuss what the new normal will look like
  • Understanding above the line energy
  • The ratio of questions in above the line conversations
  • Call planning
  • Importance of understanding both above the line and below the line conversations 


Skip Miller

M3 Learning

Selling Above and Below the Line

Oct 15, 2019

Can daily meditations help you develop your brand or find your purpose? To talk about that, John Jantsch of Duct Tape Marketing joins the podcast today. Listen in to hear what John has to say about his new book, why he was interested in putting out a book on daily meditations, and what John learned while he worked on putting the book together.  

Episode Highlights: 

  • How long John has been running Duct Tape Marketing
  • John’s new book
  • What got John interested in putting out a book on daily meditations
  • The self-reliant part of John’s meditation book
  • Similarities between this and previous cycles in history
  • How John’s book could help entrepreneurs develop their brand or purpose
  • What John learned while putting his book together
  • John’s thoughts on the human condition
  • How recent college grads could benefit from John’s book
  • The daily rhythm of John’s book
  • What a passage from John’s book is like 


Duct Tape Marketing

The Self-Reliant Entrepreneur: 366 Daily Meditations to Feed Your Soul and Grow Your Business

Sep 24, 2019

Podcasting is still a new and growing medium, but it has a lot of exciting potential as a sales tool, among other things. Today’s guest, Matt Johnson, is the founder of a podcasting production agency and he has explored some interesting ways to use the medium that may be valuable to sales professionals. Listen in to hear about Matt’s LinkedIn script, his strategy using podcasting, and the results rates that he’s seen from his methods.  

Episode Highlights: 

  • What Matt does and who he serves
  • How Matt’s LinkedIn script works
  • Matt’s response rates, and how they compare to the average
  • The overall reaction to Matt’s lead generation
  • Matt’s overall strategy
  • Developing relationships with people in different parts of the sales process
  • How podcasting relates to problem solving and expertise
  • Where to start in podcasting
  • Where to look for podcasts that are a potential fit
  • Goals for beginning podcast hosts and guests 


Pursuing Results

How to Get Featured

Aug 20, 2019

While the importance of diversity is stressed in many industries today, other fields are still known for being “old boys clubs” – and sales is one of those fields. Today’s guest is here to talk about diversity in the sales and marketing industry and what has and hasn’t changed for women in those fields. 

Natalie Severino is the Vice President of Marketing at Listen to the conversation to hear what Natalie has to say about the research studying differences between men and women in sales, how men and women respond differently to job descriptions and requirements, and what people in leadership can do to bring in more women. 

Episode Highlights: 

  • What’s changing for women in sales and marketing
  • What the research says about the difference between the ways men and women sell
  • Reasons why women might outperform men in sales
  • Building rapport and establishing status
  • How the language in job descriptions affects female candidates
  • The difference between how men and women respond to job requirements
  • How marketing and sales differ in terms of diversity
  • What leadership can do to bring in more women
  • Women’s groups that listeners can attend 


Natalie Severino

Women Sales Pros

Girls Club

Aug 13, 2019

Who is the right person to talk to when you want to advance a prospect through the pipeline? When is the right time to talk to that person, and how should you do it? Today’s guest has some ideas. 

Joining the podcast today is Tukan Das, CEO of a company called LeadSift. Tukan is here to talk about whether or not you really can predict who is ready to buy, what a good work flow is, and how you work those leads so that you can increase the yield and lower the time it takes to get from the initial conversation to close. 

Episode Highlights: 

  • The statistics mentioned on LeadSift’s website
  • Why Tuakan started the LeadSift tool
  • Gauging intent data
  • Hyper personalizing sales conversations
  • Building an ideal signal profile
  • The steps toward scaling
  • How soon to jump into the middle term
  • What comes after the middle term
  • An exciting customer story
  • How the audience can connect with Tukan 


Tukan Das


Free Tool to Automate Research for prospecting

LeadSift HomePage

Google Alerts

Twitter Search

LinkedInSales Navigator


BuiltWith Toolbar

Alexa Ranking


Aug 6, 2019

Should you consider podcasting as part of your multi-touch campaigns? Can podcasting improve your sales numbers, and can you use your sales skills to make a quality podcast – or use podcasting to hone your sales skills? Today’s guest is here to discuss how sales professionals could be using podcasts. 

Michael Greenberg is the CEO of Call for Content, a podcasting agency that makes it easy for businesses and organizations to develop podcasts. Listen to the interview to hear what Michael has to say about strategies for using podcasts to drive sales, routines and duration options for beginning podcasters, and the importance of consistency in podcasting. 

Episode Highlights: 

  • Whether podcasting is on the radar for sales executives
  • Success rates using podcasting strategies
  • Inviting prospects onto the podcast as experts
  • What sales executives can talk about on a podcast
  • Typical rhythms of salespeople starting a podcast
  • Building camaraderie through podcasts
  • Coordinating guest posts with your social media
  • Using podcast agencies
  • Podcast duration guidelines
  • What kind of research goes into a 30-minute podcast
  • Consistency in podcasting
  • Next steps for salespeople who are interested in podcasting
  • Podcasts as an opportunity for role-playing 


Michael Greenberg

Call for Content

The B2B Podcast Playbook

Jul 30, 2019

Is the funnel model fundamentally flawed? If so, how do salespeople approach that problem in a new and different way? Today’s guest will help explain why it may be helpful to think about the funnel in a different way.

Carman Pirie is the Co-Founder of Kula Partners, which is currently handling mostly manufacturing clients. Carman is working on turning the funnel sideways – but what does that mean? Listen in to find out, as Carman discusses why he’s excited about his work, how to get companies to think in a way that emphasizes personalization, and how to get past resistance to sales’ involvement in building campaigns. 

Episode Highlights:

  • Why Carman got excited about the work that he does
  • How Carman is turning the funnel sideways
  • Carman’s process for starting conversations
  • How to get companies to think in a more personalized way
  • How to get past resistance to letting sales build campaigns
  • What changes in marketing when dealing with a smaller number of accounts
  • Starting the engagement process
  • Direct mail segmentation
  • How firms get started with Kula Partners


Carman Pirie

Kula Partners

Jul 16, 2019

How do you set up a pipeline that leverages all types of channels and technology, but also keeps that human spirit alive? Today’s guest will help answer that question and others. 

Joining the podcast today is Jonathan Soares. Jonathan is the founder and CEO of Agency Labs and has a background in both technology and consumer sales. He’s been at this for 15 years and he covers the entire pipeline. Listen in to hear. 

Episode Highlights: 

  • Jonathan’s background and how he got to his current position
  • How to leverage cold calling with newer technology and how that can advance prospects through the pipeline
  • What a typical warm introduction looks like and what technologies to use
  • How many opportunities can be generated from Jonathan’s process
  • Different roles within the funnel
  • Influencer mapping
  • How the GDPR affects Jonathan’s work
  • How to get started leveraging LinkedIn 


Jonathan Soares


Jul 12, 2019

Can you get better performance from your team just by asking questions? Asking the right questions can build and strengthen your management coaching skills and allow your team to perform at their highest levels. Today’s guest will explain how the ability to ask the right questions can help you tap into the human potential of your team. 

Chick Herbert is a Des Moines executive who’s come up with a process that he calls question-centric coaching. Listen in to hear what Chick has to say about pinpointing where people on your team are struggling, asking the right questions, and motivating your team. 

Episode Highlights: 

  • Chick’s background
  • Chick’s working relationship with Brad Williams
  • Pinpointing where people are struggling
  • Asking questions that get people to contemplate their own struggles and behavior
  • The frustration of witnessing ineffective leaders
  • What about Chick’s process motivates people
  • Tracking progress
  • Whether styles of coaching differ based on sales roles
  • Extending knowledge to other team members
  • What to do when you’re not used to asking questions
  • How to use silence
  • The value of preparation
  • Truth and ground truth 


Chick Herbert

It Begs the Question

Chick on Twitter

Email Chick:

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