Shows
Sales Prospecting School082: How to deal with sales rejection.This is the last of 15 back-to-back episodes in which we read through and comment on Ted Stevenot's book Prospect Factory. A key highlight from the final chapter is about dealing with sales rejection. It is critical to understand, there are only about three things most prospects typically reject - and none of them are personal.
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Follow the readings we have been doing on the show by picking up a copy of Prospect Factory at Amazon.com: https://amzn.to/3cZYslM
Check out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https://amzn...
2021-07-2731 minSales Prospecting School081: Systemizing follow up with interested prospects.In this show we discuss how to set up a system for following up with interested sales leads.
Follow the readings we have been doing by picking up a copy of Prospect Factory at Amazon.com: https://amzn.to/3cZYslM
Check out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https://amzn.to/35JTMg4
Visit the START HERE page of my website for links to books, articles, podcasts and tons of other great stuff. https://tedstevenot.com/
Questions or comments?
I can be reached at: ted@tedstevenot.com
Connect with me on...
2021-07-2226 minSales Prospecting School080: How to make every day of phoning a successful day!In this episode, we discuss how to gain the maximum value from calls while at the same time reducing - or even eliminating - the pain often associated with making telephone-prospecting calls.
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Follow the readings we have been doing on the show by picking up a copy of Prospect Factory at Amazon.com: https://amzn.to/3cZYslM
Check out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https://amzn.to/35JTMg4
Visit the START HERE page of my website for links to books, articles, podcasts and tons of other great stuff. https...
2021-07-1534 minSales Prospecting School079: How to make telephone prospecting calls. (Part 2)How to make sales prospecting calls (Episode 2 of 2). Today we go through several sample calls to illustrate what to say in various circumstances. Especially, we hone in on the skill of how to "translate English into English" when it comes to assessing the responses given by prospects.
Follow the readings we have been doing by picking up a copy of Prospect Factory at Amazon.com: https://amzn.to/3cZYslM
Check out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https://amzn.to/35JTMg4
Visit the START HERE page of my website for...
2021-07-1342 minSales Prospecting School078: How to make telephone prospecting calls. (Part 1)How to make sales prospecting calls (Episode 1 of 2). Today we begin with the opening lines of the script and deal with several commonly occurring calls.
Follow the reading we have been doing by picking up a copy of Prospect Factory at Amazon.com: https://amzn.to/3cZYslM
Check out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https://amzn.to/35JTMg4
Visit the START HERE page of my website for links to books, articles, podcasts and tons of other great stuff. https://tedstevenot.com/
Questions or comments?
I can be reached at...
2021-07-0842 minSales Prospecting School077: The five basic outcomes to most sales calls.In this show, we talk about expectations and sales prospecting calls. Knowing what to expect helps reduce the stress of making calls. Included in the discussion are the five basic outcomes to most sales prospecting calls.
Follow the readings we have been doing by picking up a copy of the book Prospect Factory at Amazon.com: https://amzn.to/3cZYslM
Check out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https://amzn.to/35JTMg4
Visit the START HERE page of my website for links to books, articles, podcasts and tons of other...
2021-07-0736 minSales Prospecting School076: Aftermath! 457 calls this week and my results.In this episode I discuss the results of calls I made in the last 7 days. These calls are to a mature list, but say a lot about similar results you may experience making calls of your own.
Follow along with the readings I have been doing from the book Prospect Factory!
Pick up your copy at Amazon.com: https://amzn.to/3cZYslM
Check out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https://amzn.to/35JTMg4
Visit the START HERE page of my website for links to books, articles, podcasts and tons...
2021-07-0131 minSales Prospecting School075: How to write the world's simplest sales letter!In this show, we discuss how to write "One Pagers" which became the workhorse sales letter to grow my business for many, many years.
Follow along with the show by picking up a copy Prospect Factory, at Amazon.com: https://amzn.to/3cZYslM
Check out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https://amzn.to/35JTMg4
Visit the START HERE page of my website for links to books, articles, podcasts and tons of other great stuff. https://tedstevenot.com/
Questions or comments?
I can be reached at: ted@tedstevenot.com
Connect...
2021-06-2937 minSales Prospecting School074: How to maximize the value of every call you make.In this show we discuss how to keep track of and extract maximum value from every sales prospecting call you make. This is life changing not only from a business standpoint, but also emotionally.
Notably, a better understanding of data relating to the real outcomes of your calls will serve to reduce any anxiety you may have about about making calls. Understanding this relationship solid gold.
Follow along with the show by picking up a copy of my B2B sales prospecting book Prospect Factory at Amazon.com: https://amzn.to/3cZYslM
Check out SPS co-founder John Stevenot's book Hacking...
2021-06-2430 minSales Prospecting School073: One of the biggest secrets for success with calling.On this show we continue our reading of the book Prospect Factory.
Here we discuss further systematization of your prospecting outreach. It is through systemization that we discover one of the biggest secrets about success with making sales prospecting calls - qualification!
Pick up a copy of my B2B sales prospecting book Prospect Factory at Amazon.com: https://amzn.to/3cZYslM
Check out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https://amzn.to/35JTMg4
Visit the START HERE page of my website for links to books, articles, podcasts and tons...
2021-06-2228 minSales Prospecting School072: Using the right databases for prospecting success.In this show we discuss databases for prospecting. From list scrubbing to CRMs to preparing mailings - using the right database makes a huge difference! Learn about the different types and why they are so important.
Pick up a copy of my B2B sales prospecting book Prospect Factory at Amazon.com: https://amzn.to/3cZYslM
Check out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https://amzn.to/35JTMg4
Visit the START HERE page of my website for links to books, articles, podcasts and tons of other great stuff. https://tedstevenot...
2021-06-1731 minSales Prospecting School071: How to put together a prospect list.In this show, we discuss how to put together a prospect list, Learn how to find initial names and begin the process of sifting through your list to identify the best quality sales prospects.
Pick up a copy of my B2B sales prospecting book Prospect Factory at Amazon.com: https://amzn.to/3cZYslM
Check out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https://amzn.to/35JTMg4
Visit the START HERE page of my website for links to books, articles, podcasts and tons of other great stuff. https://tedstevenot.com/
Questions...
2021-06-1437 minSales Prospecting School070: Special Episode - Thoughts on Bitcoin and Principles of InvestingI have gotten a lot of questions lately from Millennials and Gen Z's about investing and all the attention in the Bitcoin space.
In this show, I share some of the principles I have learned - and some of my mistakes - that helped me become a better investor regardless of the target investment.
Pick up a copy of my B2B sales prospecting book Prospect Factory at Amazon.com: https://amzn.to/3cZYslM
Check out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https://amzn.to/35JTMg4
Visit the START HERE...
2021-06-0931 minSales Prospecting School069: How to define your market.In this week's show we discuss the fundamentals of defining your market. The two most important issues are the characteristics of your potential buyers and their geographical location.
Pick up a copy of my B2B sales prospecting book Prospect Factory at Amazon.com: https://amzn.to/3cZYslM
Check out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https://amzn.to/35JTMg4
Visit the START HERE page of my website for links to books, articles, podcasts and tons of other great stuff. https://tedstevenot.com/
Questions or comments? I can be reached...
2021-06-0727 minSales Prospecting School068: The SIX most important parts of a prospecting system.In this show we read Section One of the book Prospect Factory and breakdown the SIX most important parts of a prospecting system.
"Prospects are put in one end and carefully taken through a series of steps resulting in the production of Finished Leads at the end of the line."
Pick up a copy of my B2B sales prospecting book Prospect Factory at Amazon.com: https://amzn.to/3cZYslM
Check out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https://amzn.to/35JTMg4
Visit the START HERE page of my website...
2021-06-0153 minSales Prospecting School067: The Importance of ProspectingThis week we read through and comment on the introduction to the book Prospect Factory (available on Amazon.com)and discuss the importance of prospecting.
In a nutshell, life is way better when you have an abundance of sales leads. Done right, it can be life changing for you and many others around you.
Pick up a copy of my B2B sales prospecting book Prospect Factory at Amazon.com: https://amzn.to/3cZYslM
Check out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https://amzn.to/35JTMg4
Visit the START HERE...
2021-05-2544 minSales Prospecting School066: How to write and test headlines.This week we discuss how to write and test headlines for sales copy.
Writing a headline that joins the conversation already occurring in the head of your prospect is key!
It takes practice, testing, and patience to get it right.
Learn the best ways to test headlines and optimize your content for testing. An excellent message with the right attention getting headline is a valuable resource that can help bring you new business for years to come.
Pick up a copy of my B2B sales prospecting book Prospect Factory at Amazon.com: https://amzn.to/3cZYslM
Check out John...
2021-05-1742 minSales Prospecting School065: What to do when your prospecting isn't working!Hello everyone,
In this episode we discuss what to do when your prospecting isn't working. Not every approach works for every business. Learn how to evaluate the critical aspects of your outreach to see what needs fixing - market (target audience), media (means through which you send outreach), and message (headline, copy, and format).
Pick up a copy of my B2B sales prospecting book Prospect Factory at Amazon.com: https://amzn.to/3cZYslM
Check out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https://amzn.to/35JTMg4
Visit the START HERE...
2021-05-1045 min
Sales Prospecting School064 How boredom can be a milestone for prospecting success.This week we talk about what it is like to have a successful system for prospecting. Sometimes things can become so routine it may lead to a touch of boredom...
But, believe it or not, this can actually be a good sign of progress!
The goal is optimizing the number of opportunities you give yourself to succeed.
Pick up a copy of my B2B sales prospecting book Prospect Factory at Amazon.com: https://amzn.to/3cZYslM
Check out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https://amzn.to/35JTMg4
Visit...
2020-08-0740 minSales Prospecting School063 Tips for online prospecting!This week we talk about setting up a website infrastructure for prospecting...
One challenge for online marketers is simplifying the complex.
If your website has too many products, posts, or topics it can be confusing. Yet, if your website is too simple - how or why will people ever come to visit it?
Today, we discuss solutions for bringing the two universes of complexity and simplicity together.
Pick up a copy of my B2B sales prospecting book Prospect Factory at Amazon.com: https://amzn.to/3cZYslM
Check out John Stevenot's book Hacking Normal for tips on making the most...
2020-07-3136 minSales Prospecting School062: Lead Magnet Prospecting - Part 3This week I share some of the latest statistics on my foray into digital and "lead magnet" prospecting.
As a part of such an effort, many questions arise;
-What is a good test size to determine meaningful results?
-How long should a test run?
-What is the best means of building a relationship-bridge with site visitors?
In the show, we also discuss the doubt-inducing thoughts that emerge in the difficult effort to spark traction from "zero to one".
Such thoughts can tempt you to throw in the towel...
But - spoiler alert - been there, done that with such thinking...
2020-07-2425 minSales Prospecting School061: Lead Magnet Prospecting - Part 2This episode is Part Two my of my foray into lead magnet prospecting...
In the past week I set up my lead capture system and began running some tests. Already there are lessons being learned. I can get people to come to the site - but step two is getting them to engage from there!
Pick up a copy of my B2B sales prospecting book Prospect Factory at Amazon.com: https://amzn.to/3cZYslM
Check out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https://amzn.to/35JTMg4
Visit the START...
2020-07-1442 minSales Prospecting School060: Special Episode - Three secrets about how to build your wealth!In this week's episode - in addition to updates on current call activity, list building and studying email marketing infrastructure - we discuss three "secrets" to building wealth and abundance in your life.
Pick up a copy of my B2B sales prospecting book Prospect Factory at Amazon.com: https://amzn.to/3cZYslM
Check out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https://amzn.to/35JTMg4
Visit the START HERE page of my website for links to books, articles, podcasts and tons of other great stuff. https://tedstevenot.com/
Questions or...
2020-07-0357 minSales Prospecting School059: How to refresh your prospect list.In this week's show we discuss how to update and refresh your prospect list. We talk about sorting, eliminating duplicates, removing disqualified leads, removing do-not-call listings and establishing a call-ready list.
A call ready list is key because it makes daily phoning less stressful and opens the door to establishing a daily routine for successful prospecting.
Building a list takes some hard work, but it is well worth the effort. In the long run it saves you time, reduces your stress, and improves your focus.
Pick up a copy of my B2B sales prospecting book Prospect Factory at Amazon...
2020-06-2241 minSales Prospecting School058: Lead Magnet Prospecting - Part 1This week we discuss the first two steps involved with lead magnet prospecting:
Step 1: Product Market Fit
Step 2: Tripwire Offers
Pick up a copy of my B2B sales prospecting book Prospect Factory at Amazon.com: https://amzn.to/3cZYslM
Check out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https://amzn.to/35JTMg4
Visit the START HERE page of my website for links to books, articles, podcasts and tons of other great stuff. https://tedstevenot.com/
Questions or comments? I can be reached at: ted@tedstevenot.com
Connect with me on...
2020-05-2943 minSales Prospecting School057: How to start digital prospecting!This week we talk about how to start "digital prospecting".
Some of the topics we cover in the show:
Matching up your product with the right digital platforms.
Starting an initial email list from scratch.
Starting an email drip campaign,
Starting a weekly email list.
Establishing landing pages.
Managing your website design.
Pick up a copy of my B2B sales prospecting book Prospect Factory at Amazon.com: https://amzn.to/3cZYslM
Check out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https://amzn.to/35JTMg4
Visit the START HERE page of...
2020-05-2245 minSales Prospecting School056: Announcement and a Favor!Hello everyone,
On this week's show I have a special announcement and a favor to ask!
The announcement is that the print edition of Prospect Factory is now available on Amazon.com. In today's show, we read through and discuss the introduction (The Importance of Prospecting)and the first chapter (A Quick Look at a Prospect Factory).
The favor is to ask those of you who order and read it - please send me your feedback! Were there parts that made special sense or had extra value that you can call out? What got you thinking? What stuck with you...
2020-05-1538 minSales Prospecting School055: Five steps to get more done in less time!Hello everyone,
This week we discuss a five step process for getting more done in less time. We also talk about "time blocking" as a means to getting your most important work done first.
This episode is sponsored by John Stevenot's book Hacking Normal. Would you like more control of your time and to improve the quality of your life today? John's book shows you how remote work can give you more say over your schedule and offer you more time for the things in your life that matter most.
Check out John Stevenot's book Hacking Normal for tips on...
2020-05-0836 minSales Prospecting School054: The biggest secret for success with telephone prospecting!Hello everyone,
In this week's show I discuss the biggest secret for maximizing the value of telephone sales calls. It took me years to figure this out and today it is the foremost thing on my mind when I make calls.
Today I clicked "publish" on the revised edition of my book Prospect Factory. This book details the system I created to turn my sales career from pain and difficulty into decades of success. It is the basis of much of what we discuss on our weekly shows. Prospect Factory is available on Amazon.com (Note: May take 24 - 48 hours...
2020-05-0227 minSales Prospecting School053: Three ways to boost your prospecting during the current shutdownIn this week's show we talk about ways to boost your prospecting effectiveness during the current shutdown.
Would you like to increase your effectiveness working remotely? Would you like tips on how to pitch your boss on the idea of continuing to work remotely in the future? If so then check out John Stevenot's book Hacking Normal available at Amazon.com
Pick up a copy of my B2B sales prospecting book Prospect Factory at Amazon.com: https://amzn.to/3cZYslM
Check out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https...
2020-04-2542 minSales Prospecting School052: How to 10X Your Results (Repost).Today's show is sponsored by John's Stevenot's book Hacking Normal.
- Would you like more freedom to say when, where, and how you do your work?
- Would you like more control of your daily schedule?
- Would you like more freedom to take care of family and personal concerns?
- Would you like more joy in your life today versus some time far off in the future?
Learn how you can take back control of your work life and live more fully in the present! Get your copy of Hacking Normal from Amazon.com today!
This week's show is...
2020-04-101h 04Sales Prospecting School051: Get more prospects with a better promise to your customers!This week we talk about how to improve your prospecting results by making a better promise to customers.
Getting to know the wants of your customers and differentiating your offer to stand out from the crowd is an art form. It requires thought and practice. Today we discuss how you can do it in your business!
A book featured on today's show is, Extreme Revenue Growth, by Victor Cheng. Find it at Amazon.com
Pick up a copy of my B2B sales prospecting book Prospect Factory at Amazon.com: https://amzn.to/3cZYslM
Check out John Stevenot's book Hacking...
2020-04-0339 minSales Prospecting School050: How to build a prospecting machine!This week I have been working on revising my original book, Prospect Factory, for modern times.
In today's show we discuss the first chapter which lays out the basics of building a prospecting machine - or as the book calls it - a Prospect Factory.
Learn how you can systematically and consistently create an abundant supply of new prospects for what you sell.
Enjoy!
Pick up a copy of my B2B sales prospecting book Prospect Factory at Amazon.com: https://amzn.to/3cZYslM
Check out John Stevenot's book Hacking Normal for tips on making the most of remote work...
2020-03-2743 minSales Prospecting School049: Secrets of a 30 Year Successful Sales Prospector Revealed!In this episode I "show work" from the recent week.
I am currently working on a manual for the podcast which assembles many of the important topics we have discussed over the years.
I begin the process of creating the manual by writing a sales letter.
In the show, I tell you all about how I did it. I share the template I use and make the case why every sales person - aka you! - should take some time to write a sales letter too.
The biggest reason is because doing so makes you think deeply about how your...
2020-03-2031 minSales Prospecting School048: How to successfully work from homeI have successfully worked from home for over 30 years. Today, I share my thoughts on how you can do it successfully too.
Also, I share thoughts from John Stevenot's recently released book on working remotely, Hacking Normal (see Amazon.com,)
Key tips center on - setting up a work space, getting technology in order, organizing your routine, considering various degrees of remote work, time-blocking to increase efficiency, planning for the future, and some unexpected benefits you may discover.
I also talk about how to optimize your day and specific things you can do to balance your time against new demands...
2020-03-171h 04Sales Prospecting School047: In Memory of John Stevenot (1990-2018)It has been a year and a half since John and I posted our last show together (Episode #046). The morning we were supposed to record Episode #047, I had a chalkboard marked up to talk about email automation - one of John's favorite topics,
When John didn't show up at our scheduled 7a.m. recording time, I texted him, "Podcast today?" but there was no reply.
Later that morning, we were heartbroken to discover that he had passed away quietly in his sleep sometime during the night.
I recorded this show today - the first in 18 months - to announce the...
2020-03-1339 minSales Prospecting School046: The first thing you should say on a cold call.In this episode of the Sales Prospecting School podcast, we cover the first thing (or set of things) you should say on a cold call.
One of the biggest debates in the sales world is: how much information should you reveal to the prospect?
Should you give your whole elevator speech without stopping or should you break things up in chunks?
Ted gives his reasoning for why he believes that chunking is the best way to go about influencing someone during a cold call.
Thanks for listening to this LEGACY episode of Sales Prospecting School.
Be sure to listen to...
2018-09-2847 minSales Prospecting School045: How to NOT fail with prospecting.Today we discuss formulas for success - or failure - with prospecting and overall life. The secret is in the things we do every day, over time.
Included is an excerpt from the great business philosopher Jim Rohn's presentation, "How to Have Your Best Year Ever."
Jim says, "The formula for success is - a few simple disciplines practiced every day."
There are a half dozen things that end up making make 80% of the difference. Learn how to establish routines in these critical areas that will build your knowledge, skills, and confidence.
Done correctly over time, the routines you build...
2018-09-2150 minSales Prospecting School044: How to use game theory to improve your prospecting.In this episode of the Sales Prospecting School, we combine two very different industries in order to bring you a gamified model of prospecting.
Recently, DOOM's creators gave a speech at the Game Developer's Conference and we have adapted some of their design to align with our prospecting approach.
To watch the full video, go here: https://youtu.be/2KQNpQD8Ayo
Push Forward Combat (or Push Forward Calling / Prospecting) has four core pillars:
1. Speed of engagement.
2. Individuality of prospect response.
3. Distinctiveness of follow-up tools.
4. Power of the prospector.
Let us know what you think about this crossover!
Thanks for listening...
2018-08-241h 10Sales Prospecting School043: How to effectively build and qualify a sales prospecting call list.In this show we discuss how to effectively build and qualify a sales prospecting call list.
Thanks for listening to this LEGACY episode of Sales Prospecting School.
Be sure to listen to the In Memory of John Stevenot episode of the show at this link: https://bit.ly/2Sk6TBB
Also, check out John Stevenot's posthumously published book Hacking Normal for John's wise words on the virtues of working remotely and living well in the present because the future is not guaranteed. Amazon link: https://amzn.to/35JTMg4
Pick up a copy of Ted Stevenot's B2B sales prospecting book...
2018-08-171h 03Sales Prospecting School042: Listener Question - A day in the life of an effective prospector.In this episode of the Sales Prospecting School, we talk about what a day in the life of an effective sales prospector looks like.
We start our conversation by discussing the objective of prospecting and how that will fill your pipeline. Then, we follow that concept up with understanding how to be effective and compound your efforts for greater yield in the future.
Today's podcast is a combination of Ted's experience matched with a book we have both been reading called: Fanatical Prospecting by Jeb Blount.
Thanks for listening to this LEGACY episode of Sales Prospecting School.
Be sure to...
2018-08-101h 11Sales Prospecting School041: Cold Calling - Tips, Scripts, Objectives, and Deliberate Practice (Repost).In this episode of the Sales Prospecting School podcast, we cover cold calling: tips, scripts, objectives, and deliberate practice.
While cold calling is deemed as one of the most painful ways to reach out to potential customers, we have found it to be one of the most rewarding and receptive ways to cultivate relationships.
in this episode, we start by understanding what the principles of deliberate practice are, while uncovering what it means to 'begin with the end in mind'.
We end the show by going through the following cold calling points:
1. Objectives
2. Outcomes (percentages)
3. Tips
Thanks for listening to...
2018-08-031h 07Sales Prospecting School040: How to create your script and starting making prospecting calls (Repost).In this episode of the Sales Prospecting School podcast, John and Ted talk about what you'll need to start making prospecting telephone calls for your business.
We begin the discussion quickly going over the three prerequisites you'll need to have before making calls:
1. Call ready list / compliant.
2. Clear runway.
3. Call flow.
Next, we go over the fundamental aspects of the call script. We go over the concept of a 'flash card' call as well as how to handle follow-up, rejection, and setting expectations for yourself and the people you are calling.
Thanks for listening to this LEGACY episode of Sales...
2018-07-271h 07Sales Prospecting School039: Your most important metric for success.In this episode of the Sales Prospecting School podcast, we talk about the most important metric for success. While this may seem intuitive, the process of finding this metric and working toward it seems to be lost on some businesses and entrepreneurs.
We have a six step process:
1. Pick your metric (must be monetizeable)
2. Calculate your current speed
3. Set a time period
4. Track and measure
5. Develop actions to improve
5.a Manager expectations
6. Rinse and repeat
Thanks for listening to this LEGACY episode of Sales Prospecting School.
Be sure to listen to the In Memory of John Stevenot episode of the...
2018-07-1356 minSales Prospecting School038: Sales Prospecting - How to 10X your results.In this episode of the Sales Prospecting School podcast, we cover the three elements necessary to make sure that your sales prospecting techniques are generating 10X results.
Our formula is simple. Your sales activity needs to:
1. Connect you with new people / others.
2. Drive other activity.
3. Lead to an offer.
While the definition is simple, the application of this sales prospecting technique is almost never done correctly. Listen and see if you are doing things the right way...or the wrong way.
Thanks for listening to this LEGACY episode of Sales Prospecting School.
Be sure to listen to the In Memory...
2018-07-061h 02Sales Prospecting School037: Listener Questions - What's a good follow-up message?In this episode of the Sales Prospecting School podcast, we answer another listener question. This week, we answer the question: What is a good follow-up message?
We have three pieces that make up a good follow-up message:
First, we need to understand the format and type of follow-up.
Second, we need to decide on how often we follow-up.
Third, we need to settle on how to close our follow-up.
Let us know what you think of this week's episode.
Thanks for listening to this LEGACY episode of Sales Prospecting School.
Be sure to listen to the In Memory of John...
2018-06-281h 10Sales Prospecting School036: Automation for Lead GenerationIn this episode of the Sales Prospecting School podcast, we talk about the benefits that automation can have for your sales and lead generation systems.
Thanks for listening to this LEGACY episode of Sales Prospecting School.
Be sure to listen to the In Memory of John Stevenot episode of the show at this link: https://bit.ly/2Sk6TBB
Also, check out John Stevenot's posthumously published book Hacking Normal for John's wise words on the virtues of working remotely and living well in the present because the future is not guaranteed. Amazon link: https://amzn.to/35JTMg4
Pick up a...
2018-06-181h 10Sales Prospecting School035: 25 call outcomes and how to respond.In this episode of the Sales Prospecting School podcast, we talk about the 25 outcomes and responses that you are likely to come across while making your cold calls.
Thanks for listening to this LEGACY episode of Sales Prospecting School.
Be sure to listen to the In Memory of John Stevenot episode of the show at this link: https://bit.ly/2Sk6TBB
Also, check out John Stevenot's posthumously published book Hacking Normal for John's wise words on the virtues of working remotely and living well in the present because the future is not guaranteed. Amazon link: https://amzn.to/35JTMg4
...
2018-06-011h 13Sales Prospecting School034: 10 Rules for Marketing Your BusinessIn this episode of the Sales Prospecting School podcast, we talk distill Dan Kennedy's book 'No B.S. Direct Marketing' down to its 10 rules.
https://www.amazon.com/B-S-Direct-Marketing-Non-Direct-Businesses/dp/1599185016/
Those ten rules are:
1. Always ask for something in return.
2. Always have a reason to respond.
3. Write clear instructions for 1 and 2.
4. Establish clear objectives.
5. Don't pay for brand building.
6. Create a follow-up system.
7. Write strong copy.
8. Make it look like mail order.
9. Settle for results.
10. Have a strict marketing diet.
--
*11. Start. Just do it.
Thanks for listening to this LEGACY episode of Sales Prospecting School.
Be sure to listen...
2018-05-251h 25Sales Prospecting School033: (Part 2) Lead Generation Strategies, The Four Horsemen Lead Generation StrategyIn this episode of the Sales Prospecting School podcast, we go into more depth about where to start your Four Horsemen strategy.
The Four Horsemen Lead Generation Strategy looks like this:
1. Sales Letter
2. Lead Magnet
3. Funnel for Follow-up
4. SEO / Cornerstone
A care application of this strategy will cover all your sales prospecting needs from calls and mailing, to email and SEO.
Thanks for listening to this LEGACY episode of Sales Prospecting School.
Be sure to listen to the In Memory of John Stevenot episode of the show at this link: https://bit.ly/2Sk6TBB
Also, check out John Stevenot's...
2018-05-181h 01Sales Prospecting School032: Lead Generation Strategies, The Four Horsemen Lead Generation StrategyIn this episode of the Sales Prospecting School Podcast, we cover the Four Horsemen lead generation strategy. That's a mouthful, but...it basically covers these four pieces:
1. Cornerstone Content
2. How to create a free offer (and its importance)
3. Sales letters (and their value)
4. Follow up funnel
With those four pieces, you can greatly increase your chance of finding the right prospects for your business.
Thanks for listening to this LEGACY episode of Sales Prospecting School.
Be sure to listen to the In Memory of John Stevenot episode of the show at this link: https://bit.ly/2Sk6TBB
Also, check...
2018-05-111h 08Sales Prospecting School031: Sales Prospecting Letters, 12 Step TemplateIn this episode of the Sales Prospecting School podcast, we break down David Frey's 12-Step Foolproof Sales Letter Template.
The 12-Steps are:
1. Get attention
2. Identify the problem
3. Provide the solution
4. Present your credentials
5. Show the benefits
6. Give social proof
7. Make your offer
8. Give a guarantee
9. Inject scarcity
10 Call to action
11. Give a warning
12 Close with a reminder.
Let us know what you think of the show.
Thanks for listening to this LEGACY episode of Sales Prospecting School.
Be sure to listen to the In Memory of John Stevenot episode of the show at this link: https://bit.ly/2Sk6TBB
...
2018-05-041h 18Sales Prospecting School030: Sales Prospecting Super Power - Establishing Your Response ThresholdsToday we discuss the importance of understanding and establishing "response thresholds" for sales prospecting and lead generation.
There are two types of offers - direct sale offers and lead generation offers. Any offer meets a potential buyer along a continuum of evolving interest.
Some prospects will be at the first stages of considering a purchase while others will be ready to write a check.
Serve up offers that match buyers where they are along the continuum of evolving interest. All too often, offers speak to only one type of prospect and/or ask for too much from a potential prospect...
2018-04-301h 08Sales Prospecting School029: Cold Calling - Tips, Scripts, Objectives, and Deliberate PracticeIn this episode of the Sales Prospecting School podcast, we cover cold calling: tips, scripts, objectives, and deliberate practice.
While cold calling is deemed as one of the most painful ways to reach out to potential customers, we have found it to be one of the most rewarding and receptive ways to cultivate relationships.
in this episode, we start by understanding what the principles of deliberate practice are, while uncovering what it means to 'begin with the end in mind'.
We end the show by going through the following cold calling points:
1. Objectives
2. Outcomes (percentages)
3. Tips
Let us know what...
2018-04-201h 08Sales Prospecting School028: Content marketing strategy for lead generation (case study)In this episode of the Sales Prospecting School podcast, we go over a content marketing strategy that John has created for one of his clients.
The content marketing strategy is built based on the following criteria:
1. B2B
2. Digital
3. Very specific niche product
4. Organic SEO + Paid PPC
We break down the content strategy into three major pieces:
1. Keyword Strategy - discovery of current, competitive, and opportunity keywords.
2. Content Strategy - formatting for cornerstone + support material that reflects the keyword strategy.
3. Advertising Strategy - utilization of both the keyword strategy + the content strategy in order to A/B test copy as...
2018-04-131h 17Sales Prospecting School027: How to write a sales letter for prospecting.In this episode of the Sales Prospecting School podcast, we cover three formulas that you can use to help you write your sales prospecting letters.
These three formulas for sales prospecting letters are:
1. Idyllic picture + bold promise + proof + offer
2. Introduce problem + agitate problem + present solution
3. Promise + proof
Each of these formulas are adapted from the following article:
https://www.digitalmarketer.com/persuasive-sales-letters/
We have taken the time to look at each sales letter formula and give our opinion on why it works as well as some things to think about when you implement them into your sales strategy.
Thanks for...
2018-04-061h 10Sales Prospecting School026: Listener Question: Prospecting With Cold Emails, Should You Do It?In this episode of the Sales Prospecting School Podcast, we answer another listener question. Today's question comes from one of the members of our Facebook Group, David W.
If you would like to join our Facebook Group, go here:
https://www.facebook.com/groups/739531776247677/
David asks:
I'm starting our first outbound sales campaign. It's based around a specific time limited offer (Free upgrade on a phone system for a business).
Is it better to:
1) Get a list with multiple email addresses at each company. You might not know who the decision maker is, but the decision maker might not be...
2018-03-301h 12Sales Prospecting School025: Listener Question - How to grow a local, niche business.In this episode of the Sales Prospecting School podcast, we get to answer a question from one of our dedicated listeners.
Brian from Sarasota, Florida, asks, "My website is hosted by Wix and I'm using a Wix blog to create content and a 'mouse trap'. Is using Wix and not WordPress going to severely handicap my efforts? Can I make Wix work for me?
Follow along if you'd like by visiting Brian's website:
https://www.quietwatersfishing.com
We answer Brian's question as well as explore:
What type of elements should your website have to be successful?
What does a solid...
2018-03-231h 09Sales Prospecting School024: Sales Prospecting Success: Ted's daily routine.In this episode of the Sales Prospecting School podcast, Ted and John talk about what Ted's daily routine for sales prospecting success is.
What does Ted do that keeps him motivated on a daily basis to reach out to cold prospects in order to turn them into customers?
What does Ted's morning routine look like?
How does he like to make calls?
What are his call goals?
How does he protect his 'call block'?
How does he like to follow up with a qualified prospect list?
What does he do when he is done for the day?
Thanks for listening...
2018-03-161h 05Sales Prospecting School023: (Part 3 / 3) How to use marketing automation for lead generation (sales prospecting).In this episode of the Sales Prospecting School podcast, Ted and John talk about the important and usage of marketing automation within your digital strategy.
Part 3 is all about discovering what marketing automation is and how it could be used for your business. We cover the following questions:
What is marketing automation?
What forms can marketing automation take?
What tools are used for marketing automation?
How does marketing automation work?
What is a workflow?
When can you use marketing automation?
At the end, we give you a simple guide for how you can get started with SEO, PPC, and Marketing...
2018-03-091h 05Sales Prospecting School022: (Part 2 / 3) Using PPC strategies for lead generation.In this episode of the Sales Prospecting School podcast, Ted and John talk about the power of PPC (Pay Per Click) advertising for lead generation and sales.
Take the time to understand the definition of PPC and what strategies there are to employ.
Display
Search
Social
Affiliate
Remarketing
Learn how you can apply the AIDA model to track conversion metrics and get the most out of your advertising funnel.
As a bonus, we go over how to utilize SKAGs to get the most bang for your buck in Google AdWords. A SKAG is a single keyword ad group that takes...
2018-03-021h 12Sales Prospecting School021: (Part 1 / 3) How to craft a digital strategy for lead generation.In this episode of the Sales Prospecting School, Ted and John talk about the first part of a digital strategy for your business.
The digital strategy discussion will be broken up into three pieces.
1. SEO and Content Marketing
2. PPC and Online Advertising
3. Marketing Automation
Thanks for listening to this LEGACY episode of Sales Prospecting School.
Be sure to listen to the In Memory of John Stevenot episode of the show at this link: https://bit.ly/2Sk6TBB
Also, check out John Stevenot's posthumously published book Hacking Normal for John's wise words on the virtues of working remotely and living...
2018-02-2358 minSales Prospecting School020: How to use the power of compounding to boost your prospecting results.In this episode of the Sales Prospecting School podcast, Ted and John talk about how to compound the value of your prospecting by focusing on the long-term value of your outreach versus the short-term value of your outreach.
Some topics that we hit on are:
1. What you get in a day versus what you accumulate over time are not equal.
2. The difference between short-term value and long-term value.
3. How to identify and track key data.
4. Characteristics of a long-term value.
Thanks for listening to this LEGACY episode of Sales Prospecting School.
Be sure to listen to the In Memory of...
2018-02-161h 05Sales Prospecting School019: 5 Sales Prospecting Myths Debunked (Busted).In this episode of the Sales Prospecting School, we debunk (bust) five sales prospecting myths.
Myths:
1. Buyers don't want to hear from sellers.
2. Cold calling is dead.
3. It's impossible for sellers to get through.
4. Buyers don't want to hear about your capabilities.
5. Cold 'meetings' don't convert into sales wins.
This podcast was inspired by a report created by the RAIN Group. You can find more information on the report by going to:
https://www.rainsalestraining.com/blog/5-sales-prospecting-myths-debunked-white-paper
Thanks for listening to this LEGACY episode of Sales Prospecting School.
Be sure to listen to the In Memory of John Stevenot...
2018-02-091h 27Sales Prospecting School018: How to write the opening lines of a call script.Today we do a detailed breakdown of how to write the opening lines of a call script. We discuss elements to consider in the pre-decision maker stage, post decision maker stage, and how to end or close a call.
The idea is to as smoothly as possible get to two important "intersections" that determine the outcome of the call. These intersections inform actions such as - letting go of a non-interested prospect, sending follow-up information, following up in the future, or arranging the details to move forward with a currently interested prospect.
Thanks for listening to this LEGACY episode of...
2018-02-021h 14Sales Prospecting School017: How to beat 'fear of rejection' (feat. Loretta Breuning, PhD)We are joined by a special guest today, Loretta Breuning, PhD, author of the book, Habits of a Happy Brain, to discuss how a better understanding of our brain's operating system can help beat fear of rejection in sales prospecting.
Dr. Breuning defines the brain's four major "happy" chemicals and how they work to influence the feelings and perceptions we have about life. We also discuss the influence of cortisol and how it helps signal when we may be moving in the wrong direction.
Finally, we cover several tactics for overcoming fear of rejection and how to build habits to...
2018-01-261h 00Sales Prospecting School016: The five key pieces to an effective prospecting letter.In this episode of the Sales Prospecting School Podcast, John and Ted talk about the five key pieces to an effective prospecting letter.
We start off the conversation talking about the goal (objectives) of various prospecting letters and why each one is valuable. We move on to the types of content (long or short form) that you can employ in your prospecting letters. Then we finish the podcast up by talking about one pagers and the five key pieces that will make writing your prospecting letters hyper effective.
Let us know what you think of the show!
Thanks for listening...
2018-01-191h 10Sales Prospecting School015: How to find prospects using a digital content strategy.In this episode of the Sales Prospecting School podcast, John and Ted talk about how to implement a digital content strategy for sales prospecting .
We answer some fundamental questions as well as get into the nitty gritty details, such as...
What is digital content and what can it do?
What are some content types that you can use?
How do you go about building a content strategy?
What is an editorial calendar? Does it change based on buyer persona?
What are the three pieces of the digital content funnel?
Is there anything more important than results.
If you enjoy this...
2018-01-121h 13Sales Prospecting School014: How to take the pain out of making sales calls.In this episode of the Sales Prospecting School podcast, we talk about how to take the pain out of making sales calls and beating call reluctance.
What is call reluctance?
Why does it happen - fear of rejection? Pain? Loss?
What baby steps can you take?
What menu can you build for yourself to avoid it? Systems?
Thanks for listening to this LEGACY episode of Sales Prospecting School.
Be sure to listen to the In Memory of John Stevenot episode of the show at this link: https://bit.ly/2Sk6TBB
Also, check out John Stevenot's posthumously published book Hacking...
2018-01-0558 minSales Prospecting School013: How to keep your New Year’s resolutions.In this episode of the Sales Prospecting School podcast, we go a little off script. Instead of focusing solely on business and how to generate more leads / sales, we talk a little more holistically about how to make sure you maintain your New Years resolutions.
What does it take to make a routine? How does it feel once you have achieved it and how does it feel to get away from it?
What did we want to change about 2017, what do we want to keep, and what will we be working on in 2018?
Let us know what you think of...
2017-12-291h 03Sales Prospecting School012: How to set up a prospect farm. (Featuring Sarah Stevenot - Director of Bus. Dev. and Marketing)In today's episode, we talk about the six steps to creating your own prospecting farm.
1. Define your market.
2. List and evaluate all possible forms of outreach (traction).
3. Schedule your outreach in cycles.
4. Establish a value conversion system.
5. Establish metrics to track and judge efforts on.
6. Create a routine.
Thanks for listening to this LEGACY episode of Sales Prospecting School.
Be sure to listen to the In Memory of John Stevenot episode of the show at this link: https://bit.ly/2Sk6TBB
Also, check out John Stevenot's posthumously published book Hacking Normal for John's wise words on the virtues of...
2017-12-221h 05Sales Prospecting School011: How to use data to improve your prospecting.Today we discuss how to use data to improve your prospecting results. The goal is use qualifying information to help you get closer to your buyers. This saves time and money and gives you an edge. We talk about two basic types of data: 1) Direct Data - which is data you collect as a result of your own activity and 2) 3rd Party Data which is derived from external sources such as list providers, social media providers, search engines, and more. Learn how even a small company can benefit from the combination of direct data and "big" data over time.
Thanks...
2017-12-151h 02Sales Prospecting School010: How to sales prospect with social media.In this episode of the Sales Prospecting School podcast, Ted and John respond to an episode of one of John's favorite weekly podcasts - The Digital Marketing Podcast.
Recently, the Digital Marketing Podcast released and episode about social selling:
https://soundcloud.com/targetinternet/social-selling-for-b2b
Because of that episode, both John and Ted had a few points that they wanted to rebuttal to give both the traditional sales techniques and the new age marketing techniques a fair shake.
We cover the following topics in this episode:
1. Delivering value to a functionally targetable audience.
2. Value exchange.
3. 80/20 rule.
4. The value of a...
2017-12-0858 minSales Prospecting School009: How to make sales follow-up easier.In this episode of the Sales Prospecting School Podcast, Ted and John talk about the importance of follow up in your sales prospecting outreach.
We cover why follow up matters, how to make a follow up process, which tools we like to use, and the future of follow up.
Enjoy!
Thanks for listening to this LEGACY episode of Sales Prospecting School.
Be sure to listen to the In Memory of John Stevenot episode of the show at this link: https://bit.ly/2Sk6TBB
Also, check out John Stevenot's posthumously published book Hacking Normal for John's wise words on the...
2017-12-011h 12Sales Prospecting School008: How to maximize the value of your prospecting.In this episode of the Sales Prospecting School podcast, John and Ted talk about the importance of having value conversions when it comes to your prospecting efforts.
If you do not have a return path with your clients, customers, and / or prospects, your efforts may be waste. We need to make sure we have systems in place in order to capture value.
Thanks for listening to this LEGACY episode of Sales Prospecting School.
Be sure to listen to the In Memory of John Stevenot episode of the show at this link: https://bit.ly/2Sk6TBB
Also, check out John...
2017-11-171h 00Sales Prospecting School007: How to fill your sales pipeline.In this episode of the Sales Prospecting School podcast, Ted and John explore ways to fill your sales pipeline.
1. Calls
2. Email
3. Mail
4. Content Marketing
Each piece of the sales pipeline works in parallel with all the others. To have a solid sales pipeline requires proactive research, control over the outcomes and systems, and a desire to not only sell, but also build relationships with your customers and prospects.
Thanks for listening to this LEGACY episode of Sales Prospecting School.
Be sure to listen to the In Memory of John Stevenot episode of the show at this link: https://bit.ly/2...
2017-11-091h 06Sales Prospecting School006: The most important thing for prospecting success.In this episode of the Sales Prospecting School podcast, Ted and John answer the questions: What one thing can you do that makes everything else either easier or unnecessary?
Throughout the episode, we talk about:
How to make calling not suck.
How to handle rejection and increase your bandwidth (willpower).
What personal outreach is rare and valuable.
How to take the fear out of prospecting.
Thanks for listening to this LEGACY episode of Sales Prospecting School.
Be sure to listen to the In Memory of John Stevenot episode of the show at this link: https://bit.ly/2Sk6TBB
Also...
2017-11-011h 06Sales Prospecting School005: How to build relationships with prospects online.In this episode of the Sales Prospecting School podcast, Ted and John talk about the foundational elements of finding and curating relationships with sales prospects online. What is commonly known as digital marketing has many facets that need to explored and mapped out.
What is digital marketing or digital prospecting?
What is a channel and which channel is best (is 'best' a myth)?
Why is it important to have control over your digital presence?
What are the elements of a digital road map?
...and more.
Let us know what you think.
Thanks for listening to this LEGACY episode of Sales...
2017-10-271h 09Sales Prospecting School004: How to make follow-up with prospects easy.In this episode of the Sales Prospecting School, John and Ted talk about how to create an easy follow-up process for speaking with prospects after your phone call.
What is a one pager?
Why is it effective?
What are the elements of a one pager?
How can you send the one pager to your prospects?
Thanks for listening to this LEGACY episode of Sales Prospecting School.
Be sure to listen to the In Memory of John Stevenot episode of the show at this link: https://bit.ly/2Sk6TBB
Also, check out John Stevenot's posthumously published book Hacking Normal for...
2017-10-1956 minSales Prospecting School003: How to create your script and start making prospecting phone calls.In this episode of the Sales Prospecting School podcast, John and Ted talk about what you'll need to start making prospecting telephone calls for your business.
We begin the discussion quickly going over the three prerequisites you'll need to have before making calls:
1. Call ready list / compliant.
2. Clear runway.
3. Call flow.
Next, we go over the fundamental aspects of the call script. We go over the concept of a 'flash card' call as well as how to handle follow-up, rejection, and setting expectations for yourself and the people you are calling.
Thanks for listening to this LEGACY episode of Sales...
2017-10-131h 06Sales Prospecting School002: How to define your target market and start list building.In this episode of Sales Prospecting School, John and Ted talk about the fundamentals of defining your target market and list building.
What is an 'avatar'? Is it really something you should use to define your target market or is there some other sort of 'minimum qualification standard' that you can apply?
Where can you go in order to uncover a possible list of prospects and clients both online and in person?
When it comes to the digital side of things, what is the gold standard for online marketing and list building?
How can we establish value to receive value?
...
2017-10-061h 01Sales Prospecting School001: Why lead generation is key to success.In this episode of Sales Prospecting School, John and Ted introduce themselves, give a little background to their successes, and lay the basic groundwork for the podcast.
This podcast focuses on three things:
1. Bringing old school and new school techniquestogether.
2. Why having a system trumps willpower.
3. You won't learn everything in one day.
Thanks for listening to this LEGACY episode of Sales Prospecting School.
Be sure to listen to the In Memory of John Stevenot episode of the show at this link: https://bit.ly/2Sk6TBB
Also, check out John Stevenot's posthumously published book Hacking Normal for John's wise...
2017-09-2951 min