Shows
Startup Selling: Talking Sales with Scott SambucciEp.130: Predictable Prospecting: Target, Engage & Optimize Your Sales Funnel, and Why Introverts are the Best Salespeople: An Interview with Marylou TylerIn this episode of the Startup Selling Podcast, I interviewed Marylou Tyler. Marylou is the author of Predictable Revenue and Predictable Prospecting. She has worked with a number of co-authors and produced a book that will certainly help any startup company out there. Being one of the best sales enablement strategists, she is an expert when it comes to maximizing your resources and is always willing to share her knowledge to anyone who needs help. This podcast focuses both on the incredible things that a startup business owner can do to im...
2021-11-301h 06
Predictable Prospecting's PodcastEpisode 157: Mastering Transformative Habits - Brandon BornancinIn 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...
2021-01-0534 min
Revenue Growth PodcastMarylou Tyler-Predictable Revenue StrategiesDo you want your revenue growth to be more predictable? You are in the right place. Today Marylou Tyler, author of Predictable Prospecting and co-author of Predictable Revenue joins us to share ideas on how to drive growth in the new year. You’ll hear her fresh take on Ideal Customer Profiles. We’ll also explore the importance of being very intentional about our messaging, especially was we head into a “new normal” where the outcomes buyers want may shift. Plus, you’ll get to hear about Marylou’s interesting journey from beginning as an engineer, helping set up some of the w...
2020-12-2329 minPredictable Prospecting's PodcastEpisode 149: Productized Consulting - Max TraylorSucceeding 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 interviewi...
2020-06-0930 minPredictable Prospecting's PodcastEpisode 148: Navigating Through Challenges - Kendra LeeAs 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 basi...
2020-05-1234 minPredictable Prospecting's PodcastEpisode 147: Maintaining Momentum - Simon PortwainWhether 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...
2020-05-0530 min
Discover the Best Audio Stories in Business & Economics, Sales & Retail[Portuguese] - Receita previsível: Como implantar a metodologia revolucionária de vendas outbound que pode triplicar os resultados da sua empresa. by Aaron Ross, Marylou TylerPlease visithttps://thebookvoice.com/podcasts/1/audiobook/491294to listen full audiobooks.
Title: [Portuguese] - Receita previsível: Como implantar a metodologia revolucionária de vendas outbound que pode triplicar os resultados da sua empresa.
Author: Aaron Ross, Marylou Tyler
Narrator: Duda Baguera
Format: Unabridged Audiobook
Length: 6 hours 21 minutes
Release date: December 31, 2019
Ratings: Ratings of Book: 5 of Total 1
Genres: Sales & Retail
Publisher's Summary:
Implante na sua empresa a máquina de vendas que levou a Salesforce.com a gerar mais US$100 milhões em receita anual recorrente Toda empresa precisa vender, isso é inquestionável. No entanto, a maior parte delas permanece refém do ac...
2019-12-316h 21Predictable Prospecting's PodcastEpisode 146: The Importance of Practice - Michael HagelohIs 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 Highl...
2019-12-0344 minPredictable Prospecting's PodcastEpisode 145: Selling Above and Below the Line - Skip MillerHow 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...
2019-10-2936 minPredictable Prospecting's PodcastEpisode 144: The Self-Reliant Entrepreneur - John JantschCan 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 meditat...
2019-10-1527 minPredictable Prospecting's PodcastEpisode 143: Podcasting as a Sales Tool - Matt JohnsonPodcasting 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 ho...
2019-09-2428 minPredictable Prospecting's PodcastEpisode 142: Diversity in the Sales and Marketing Industry - Natalie SeverinoWhile 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 Chorus.ai. 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 require...
2019-08-2035 minPredictable Prospecting's PodcastEpisode 141: Talking to the Right Person - Tukan DasWho 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...
2019-08-1344 minPredictable Prospecting's PodcastEpisode 140: Marketing and Podcasting - Michael GreenbergShould 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 begin...
2019-08-0637 minPredictable Prospecting's PodcastEpisode 139: Turning the Funnel Sideways - Carman PirieIs 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...
2019-07-3040 minPredictable Prospecting's PodcastEpisode 138: Setting up a Pipeline to Leverage All Channels - Jonathan SoaresHow 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 tec...
2019-07-1632 minPredictable Prospecting's PodcastEpisode 137: Ask the Right Questions - Chick HerbertCan 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...
2019-07-121h 00Predictable Prospecting's PodcastEpisode 136: Building Trust - Jason TreuHow 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...
2019-06-0439 minPredictable Prospecting's PodcastEpisode 135: Using Technology to Boost Sales - Jordan StuparHow 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...
2019-05-2829 minPredictable Prospecting's PodcastEpisode 134 Adding Value vs. Helping a Prospect - Michael PedoneWhat 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...
2019-05-2137 minPredictable Prospecting's PodcastEpisode 133: Successful (Not Stressful) Prospecting - Jason BayJust 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...
2019-05-1431 minPredictable Prospecting's PodcastEpisode 132: The Ever-Evolving Customer Experience - Ian MoyseThe 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....
2019-04-1629 minPredictable Prospecting's PodcastEpisode 131: The Relationship Between Sales and Marketing - Max AltschulerYou 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 Outreach.io. 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...
2019-04-0927 min
UNSUBSCRIBE: The demandDrive PodcastEpisode 15: Interview with Marylou TylerYou're listening to Unsubscribe! Today we have the honor of talking with one of the leading minds in sales education, Marylou Tyler! She's the founder of Strategic Pipeline, a one-stop solution to systematize your own sales process, so you can count on steady revenue, and grow it whether your sales cycle is long or short. Marylou is the perfect person to capstone our discussion on education in the sales world and where its value lies.
From her time as a Computer Science major at USCB to her work at Xerox's Think Tank (with a g...
2019-04-0137 minPredictable Prospecting's PodcastEpisode 130: The Marketing Perspective - Chris DayleyToday’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 sale...
2019-02-2633 minPredictable Prospecting's PodcastEpisode 129: The Resurgence of Telephone Sales - Mark HunterEven 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...
2019-02-1930 min
The Why And The BuyThe Perfect Value Proposition with Marylou TylerPredictable revenue is the dream of many an entrepreneur but the road to get there can be filled with nightmares UNLESS...you listen to the advice of our guest today. Back on the show for a second time, is Marylou Tyler, the author of both Predictable Prospecting and Predictable Revenue. She also has an online program called Predictable EDU where you can learn about creating security and predictability in your sales process. Marylou is the master of crafting sales teams and deciphering the thousands of software systems that are available for various functions of automation...
2019-02-1334 minPredictable Prospecting's PodcastEpisode 128: Adapting to Change - Brian KellerIn 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...
2019-02-0531 minPredictable Prospecting's PodcastEpisode 127: Using Sales Differentiation to Close Deals - Lee SalzYour 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 diff...
2019-01-2936 minPredictable Prospecting's PodcastEpisode 126: Creating Value to win over Clients - Anthony IannarinoDo 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 believ...
2019-01-2232 minPredictable Prospecting's PodcastEpisode 125: Using Data to Make Quality Connections - Matt AmundsonThe 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...
2019-01-1527 minPredictable Prospecting's PodcastEpisode 124: Using Video in your Sales Funnel - Daniel CrouchContent 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...
2019-01-0833 minPredictable Prospecting's PodcastEpisode 123: The Key to Sales is Human Connection - David FisherIf 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...
2018-12-1125 minPredictable Prospecting's PodcastEpisode 122: Generating Leads and Closing Sales - Peter LangThe 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...
2018-11-2032 minPredictable Prospecting's PodcastEpisode 121: Selling Effectively at the Executive Level - Steve HallWhen 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...
2018-11-1330 minPredictable Prospecting's PodcastEpisode 120: How to use Stories in Sales - Mike AdamsEverybody 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 Ever...
2018-11-0638 minPredictable Prospecting's PodcastEpisode 119: Sales Automation - Forster Perelsztejn and Iulian BoiaSales automation tools can help at all kinds of different places in the funnel. Prospect.io 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 Prospect.io, 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 i...
2018-10-2330 minPredictable Prospecting's PodcastEpisode 118: Sales are all in the Details - Nick HartMaking 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. Outreach.io is one of those tools. Outreach is designed to help salespeople remember critical details and schedule on...
2018-10-0941 minPredictable Prospecting's PodcastEpisode 117: Centering the Customers' NeedsIt 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 backgr...
2018-09-2536 minPredictable Prospecting's PodcastEpisode 116: Data Assessment with a Sentiment Analysis - Donato DiorioToday’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 impor...
2018-09-1126 minPredictable Prospecting's PodcastEpisode 115: Maintaining Relationships with Prospects - Nick HartProspecting 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 strate...
2018-08-0734 minPredictable Prospecting's PodcastEpisode 114: Timing is Everything - Alex GreerWhen 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.
2018-07-3132 minPredictable Prospecting's PodcastEpisode 113: Establishing a Sales Team - Rex Biberston and Kevin HoppGreat 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 co...
2018-07-2435 minPredictable Prospecting's PodcastEpisode 112: How Marketing and Sales Intersect - Sean CampbellMarketing 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...
2018-07-1740 minPredictable Prospecting's PodcastEpisode 111: Personalizing Online Sales Interactions - Jon FerraraSocial interaction is part of the business of selling. In the past, salespeople often met with prospects face-to-face and spent time with them in their homes or in social settings. In today’s sales environment, many of these in-person interactions have been replaced by online interactions on social media sites. However, these digital interactions are just as important as the in-person interactions that they’ve replaced. Today’s guest is Jon Ferrara. Jon is the founder and CEO of Nimble, a contact management solution that enhances basic contact information with richly detailed social information that helps you gain n...
2018-07-1032 minPredictable Prospecting's PodcastEpisode 110: Social Selling - Brynne TillmanIn a world powered by social media, social selling is a crucial aspect of sales. Social media allows salespeople to interact with prospects in a way that provides real value for those prospects. You can answer questions and offer useful content in a way that not only shows the prospect why they want to buy, but also why they would want to do business with you personally. Social selling allows you to create more loyal, engaged customers. Today’s guest is Brynne Tillman. She’s an authority on social selling and the author of the book The Linke...
2018-07-0331 minPredictable Prospecting's PodcastEpisode 109: Learning how to Leverage LinkedIn - Viveka von RosenHow can you keep yourself at the top of your prospects’ and clients’ minds? LinkedIn is a powerful tool that can help you do just that, but only if you know how to use it. Unfortunately, LinkedIn can also be confusing and changeable, and even if you have a LinkedIn profile, you may not know how to leverage it to get the most out of it. Today’s guest is Viveka von Rosen. Viveka is an author, speaker, and LinkedIn expert. She’s also a CVO & Co-founder of Vangreso, a digital sales solution provider that works with people t...
2018-06-2638 minPredictable Prospecting's PodcastEpisode 108 How Personality can Make or Break Sales - Shawn Karol Sandy & Dianna Smith GeairnWith artificial intelligence becoming more and more able to take over parts of the sales process, how can you make sure that you stand out as a salesperson? Your own personality can give something to the sales process that robots can’t. In today’s episode, I’ll talk to Shawn Karol Sandy and Dianna Geairn of the SellOut Show about the importance of bringing personality into the sales process. Listen to the episode to hear what Shawn and Dianna have to say about the approach they recommend for sales conversations, how to experiment with sales scripts, and wh...
2018-06-1938 minPredictable Prospecting's PodcastEpisode 107: How to be a Better Entrepreneur - Michelle WeinsteinHave you ever wondered what it might be like to be make a pitch on ABC’s Shark Tank? Today’s guest has been there and done that, and in today’s episode, she’ll share some of what she learned in the process. Today’s guest is Michelle Weinstein. She is the entrepreneur behind The Pitch Queen, and she’s successfully raised money and landed contracts with companies like Costco and The Vitamin Shoppe. She has 20 years of experience in sales to draw on, and of course, she was featured on Shark Tank. Listen to the episode to h...
2018-06-1226 minPredictable Prospecting's PodcastEpisode 106: What to Say and When to Say it - Phil M. JonesAll sales start with a conversation, whether that happens over the phone, in person, or through email or direct mail. When it’s your job to start the conversation that will lead to a sale, you definitely want to begin with the right words. Today’s guest knows a lot about which words will best help you approach those conversations. Phil M. Jones is a professional sales coach and speaker. He’s also an author whose books Exactly What to Say and Exactly How to Sell provide the phrases and frameworks that can help demystify the sales proces...
2018-06-0526 minPredictable Prospecting's PodcastEpisode 105: Perfecting Your Sales Process - Scott LeeseIn sales, perfecting your process can be the key to making more sales. But how do you find the right process? When do you know that you’ve hit on a process that works, and what do you need to do to customize it or improve on it for your situation? Today’s guest is Scott Leese. Scott is the Senior Vice President of Sales at Qualia, a settlement platform for real estate professionals. Scott has also written a book about the sales process. Scott has an interesting background even before he got into sales, and this help...
2018-05-2926 minPredictable Prospecting's PodcastEpisode 104: Why AI Isn't a Threat - Rob KällIt’s easy to be suspicious or hesitant about the rapid advances in technology, especially in the field of artificial intelligence. Many people worry about being replaced in their jobs by some type of technology, and for prospectors, the idea of artificial intelligence can seem like a direct threat to their jobs. But it turns out, AI is not the threat to prospecting jobs that it might seem. In fact, AI can actually be used to improve prospectors chances of getting great leads and closing deals. Today’s guest is Robert Käll, the CEO and cofounder of a c...
2018-05-2234 minPredictable Prospecting's PodcastEpisode 102: The Traits of a Good Prospector - Phill KeeneWhat skills and attributes make for a good prospector? When companies are looking to hire prospectors, what traits are they looking for? Today’s guest has a good idea, and has had great success in hiring and training for his business. Phill Keene is the Director of Sales at Costello. Over the course of his career, he’s had the opportunity to get familiar with every part of the pipeline. Listen to the episode to hear Phill talk about the importance of self-learning, how pattern recognition relates to business, and the hiring process that Phill uses to brin...
2018-05-0828 minPredictable Prospecting's PodcastEpisode 93: Building a Team with the Right People - Paul FifieldWhen it comes to sales having the right team in place makes all the difference in the world. Today’s guest is someone who understands how to create and build a team with the right people. He understands building a brand and creating and nourishing the company to scale. Today’s guest is Paul Fifield the chief revenue officer for UNiDAYS a student affinity network that connects verified global students with relevant brands and services. Paul and I go way back. We’ve known each other for years and worked together in the early days. This is a grea...
2018-03-0634 min2017-11-0708 minPredictable Prospecting's PodcastEpisode 75: Using Video to Start Outreach Conversations - Fernando SilvaStarting a conversation is the first step in the sales process, and it is also a step that most salespeople would like to be more successful at. There are a lot of channels that can be used to start that all important first conversation, but today we are going to discuss an emerging channel that can generate curiosity and add that personal touch. Today, I am speaking with Fernando Silva who is a solutions associate at Wistia which is really the same role as a sales development rep or SDR. Wistia is a professional video hosting platform...
2017-08-0826 min
Same Side Selling Podcast098 Marylou Tyler | How To Consistently Fill Your Sales Pipeline With Qualified ProspectsNo matter what business you’re in, if you want to be successful, you have to be good at sales. I don’t mean simply good at closing sales. I mean good at identifying, attracting and building relationships with the right customers. You can’t close deals if you don’t have qualified prospects continuously entering sales pipeline.
Today I talk to Marylou Tyler, a sales and process expert who helps businesses fill their sales funnels with qualified leads that go from “cold” to “closed” in an efficient and predictable way. Marylou shares with us the secrets to effective cold-calling and the biggest...
2017-07-0331 min
SaaS Insider062: Marylou Tyler on Zero Cold Calling Outbound SalesHow to warm up the chill of cold conversations with your prospects? What phone habits increase your chances of booking the first meeting? Where do metrics come into play? Today Shira Abel and Marylou Tyler discuss the book Predictable Prospecting, cold calling, the biggest mistakes at the top of the funnel, and how to use marketing in sales to your advantage. About Marylou Tyler • Marylou Tyler is a sales process improvement expert, author, speaker, and as CEO of Strategic Pipeline, she has helped companies like Apple, Bose and UPS consistently grow revenue by increasing their sales pipelin...
2017-06-0642 min
It's Time to Sell Podcast: Strategies for 21st Century SellingEp. 63 – Create a Sales Process that Works for You with Marylou TylerToday my special guest is Marylou Tyler. She is the Founder of Strategic Pipeline, a Fortune 1000 sales process improvement consulting group, and the author/contributor of two #1 bestsellers: Predictable Revenue (2011) and Predictable Prospecting (2016). In this episode we talk in depth about the fact that sales can be a system, it can be a process and you can improve at sales as a result of just focusing on all the various elements of the sales process. With that in mind, I am launching for the second time my Successful Sales System. If you want to learn...
2017-04-1200 min
The Marketing Book Podcast114 Predictable Prospecting by Marylou Tyler"Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline" by Marylou Tyler and Jeremey Donovan Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/Predictable-Prospecting-Marylou-Tyler
2017-03-1741 min
Push Pull Sales & MarketingInterview with Marylou Tyler - Fortune 1000 Consultant (ep. 44)Marylou Tyler is an author, CEO, & a Fortune 1000 consultant. Marcello & Marylou discuss the beginning stages of pipeline management such as role segmentation & specialization within the sales process.
2017-03-1640 min
The PodcastMotor Show023: How Your Podcast Can Help You Launch a Bestselling Book with Marylou Tyler[podcast_motor_player url=”https://episodes.seriouslysimplepodcasting.com/PodcastMotorShow/023_-Using-Your-Podcast-to-Launch-a-Bestselling-Book-with-Marylou-Tyler.mp3″ title=”023: Using Your Podcast to Launch a BestSelling Book with Marylou Tyler”] On today’s episode I’m talking to MaryLou Tyler, fellow podcaster and best-selling author of Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline. I defined the path of success from where people are to where I could get them.Click To […]
2017-03-1330 minThe PodcastMotor Show023: How Your Podcast Can Help You Launch a Bestselling Book with Marylou Tyler[podcast_motor_player url=”https://episodes.seriouslysimplepodcasting.com/PodcastMotorShow/023_-Using-Your-Podcast-to-Launch-a-Bestselling-Book-with-Marylou-Tyler.mp3″ title=”023: Using Your Podcast to Launch a BestSelling Book with Marylou Tyler”] On today’s episode I’m talking to MaryLou Tyler, fellow podcaster and best-selling author of Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline. I defined the path of success from where people are to where I could get them.Click To […]
2017-03-1330 min
The PodcastMotor Show023: How Your Podcast Can Help You Launch a Bestselling Book with Marylou Tyler[podcast_motor_player url=”https://episodes.seriouslysimplepodcasting.com/PodcastMotorShow/023_-Using-Your-Podcast-to-Launch-a-Bestselling-Book-with-Marylou-Tyler.mp3″ title=”023: Using Your Podcast to Launch a BestSelling Book with Marylou Tyler”] On today’s episode I’m talking to MaryLou Tyler, fellow podcaster and best-selling author of Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline. I defined the path of success from where people are to where I could get them.Click To […]
2017-03-1330 minThe PodcastMotor Show023: How Your Podcast Can Help You Launch a Bestselling Book with Marylou Tyler[podcast_motor_player url=”https://episodes.seriouslysimplepodcasting.com/PodcastMotorShow/023_-Using-Your-Podcast-to-Launch-a-Bestselling-Book-with-Marylou-Tyler.mp3″ title=”023: Using Your Podcast to Launch a BestSelling Book with Marylou Tyler”] On today’s episode I’m talking to MaryLou Tyler, fellow podcaster and best-selling author of Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline. I defined the path of success from where people are to where I could get them.Click To […]
2017-03-1300 min
The Sales Technology PodcastThe Sales Development Podcast Ep 11 Feb 2017 - Marylou TylerPredictable Revenue has been the Sales Development bible for the past 6 years. After implementing the PR methodology for that long, what have we learned? Join the co-writer Marylou Tyler, as she breaks down the learnings from 6 years in practice, and how it lead to the frameworks and tactics of her new book Predictable Prospecting. Marylou is a true expert in this field so if new business is important to you, take a listen!Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.
2017-02-2338 minPredictable Prospecting's PodcastEpisode 49: Sales Messaging, Streamlining Email Engine, and Finding a Process that Works - Patty LaushmanToday’s guest is Patty Laushman, founder of Revenue Catapult and an expert at helping B2B companies create a sales process that puts their products in front of the prospects who need it the most. She’s here today to dispel the myth that salespeople can’t write good messaging, explain how a successful email marketing campaign will have your prospect excited to continue the conversation over the phone, and how she got started in the B2B market. This episode is a must-listen for any sales professional who wants to streamline their email engine and find a process...
2017-02-2125 minPredictable Prospecting's PodcastEpisode 48: Using Ambition for your Sales Pipeline - Jeremy BoudinetThere are plenty of different resources available for sales management and sales performance, but few that offer transparency, accountability, recognition for meeting goals, motivation for your team, and development opportunities quite like Ambition. Today we’re joined by Jeremy Boudinet, the Director of Marketing at Ambition and a key player in the AAISP. Jeremy describes how Ambition can be used by your sales team at every point in the pipeline, from connecting with prospect all the way to closing the sale. Sales Managers take note, this is one episode you won’t want to miss! Episo...
2017-02-1431 min
Nemo RadioHow To Fix Your Sales Funnel with Marylou TylerI recently had the opportunity to talk with Marylou Tyler, the Bestselling Author of "Predictable Revenue" and "Predictable Prospecting."
Tyler, who serves as a sales consultant for clients including Apple, Bose, Mastercard, UPS and many others, shared the three biggest mistakes she sees in many companies' sales funnels (and how to fix them!) and much more on this episode.
Get a notepad handy!
Learn more about Marylou online -- http://maryloutyler.com/
Get free LinkedIn lead generation, selling tips and more online -- http://www.LinkedInRiches.com
2017-01-2300 min
LinkedIn RichesHow To Fix Your Sales Funnel with Marylou TylerI recently had the opportunity to talk with Marylou Tyler, the Bestselling Author of "Predictable Revenue" and "Predictable Prospecting." Tyler, who serves as a sales consultant for clients including Apple, Bose, Mastercard, UPS and many others, shared the three biggest mistakes she sees in many companies' sales funnels (and how to fix them!) and much more on this episode.Get a notepad handy!Learn more about Marylou online -- http://maryloutyler.com/Get free LinkedIn lead generation, selling tips and more online -- http://www.LinkedInRiches.com
2017-01-2323 minPredictable Prospecting's PodcastEpisode 44: Common Environments that Breed Sales Issues - Lori RichardsonThis week we’re chatting with the CEO of Score More Sales and the president of Women's Sales Pros, Lori Richardson. As an expert in helping people become better leaders, build better sales teams, and ultimately increase company sales, Lori is here to explain the most common environments that breed sales issues and what you as a salesperson deserve from your manager. Lori is also a champion for women in the sales industry, and we discuss her reasons why companies aren’t getting the strong female job candidates they want and need. Episode Highlights: Why Lori Rich...
2017-01-1731 minPredictable Prospecting's PodcastEpisode 42: Marylou Tyler's Book Bites - Predictable Revenue and Predictable ProspectingMany readers have reached out to me wanting to know my favorite parts of my new book, Predictable Prospecting, and my advice for tackling the process I’ve outlined. This week I’m breaking down Predictable Prospecting chapter-by-chapter and picking out the most important concepts you need to know, areas that have been updated since Predictable Revenue came out, and how to get the most from the book in terms of worksheets and add-ons. Episode Highlights: The three key concepts and takeaways from Predictable Revenue that have stood the test of time Predictable Prospecting Chapter One: Unde...
2017-01-0323 min
Sales Strategy & Enablement by Revenue.ioREPLAY of Episode 330: How to Build a Predictable Pipeline. With Marylou Tyler.Joining me on this episode of Accelerate! is my guest Marylou Tyler. Marylou is the Founder and CEO of Strategic Pipeline, and coauthor of the classic sales book, Predictable Revenue, which she co-wrote with Aaron Ross. She is also the co-author of a brand new book, Predictable Prospecting: How to Radically Increase Your B2B Pipeline. Among the many topics that Marylou and I discuss are Marylou’s journey from engineer to revenue expert, developing your Ideal Prospect Persona, the Disqualification Engine, and her new methodology you can use to predictably reach new prospects. KEY TAKEAWAYS ...
2016-12-3134 minPredictable Prospecting's PodcastEpisode 41: Understanding Buyer Behavior - Marc McNamaraToday’s guest is Marc McNamara, Chief Enablement Strategist at The Value Shift, a company that presents a unique solution to the sales productivity challenge. We’re here to talk about Marc’s experience with team enablement, how to get the best out of your top-of-funnel conversations, and finding the root of your buyer’s behavior. Episode Highlights: Introducing Marc McNamara What is a Chief Enablement Strategist? Understanding buyer behavior Generating meaningful conversations Finding the next step as a rep: Training and continuing education The nuts & bolts of building a repository How to track your best conversa...
2016-12-2728 minPredictable Prospecting's PodcastEpisode 39: On Social Selling and Linkedin - Kurt ShaverFacebook, Twitter, Instagram, Linkedin – there’s a huge chance that your ideal customer has an account on at least one of them. As our role as business developers continues to evolve, the technologies and techniques we use to connect with prospects has changed as well. My guest today is Kurt Shaver of The Sales Foundry, an expert on leveraging social selling and using Linkedin as part of the sales process. We discuss how to research and connect with prospects on Linkedin, becoming an business expert on your social media platforms, and the essential skills all new sales development reps need...
2016-12-1334 minPredictable Prospecting's PodcastEpisode 38: [Interview] Marylou Tyler and Gabriel Padva - Role of the Sales Development Rep (SDR)On this episode, I’m interviewed by my longtime friend and colleague Gabriel Padva. Gabriel is the founder and principal consultant at 30,000 FT Strategies, a company that focuses on helping companies communicate with their prospects. He is also a CRO at Revenue Accelerator Inc. We go in-depth into the role of the sales development rep, including how to hire them, train them, and promote them into upper management positions. We also discuss the do’s and don’ts of cold emailing, my must-have tools, and the best sales advice I’ve ever gotten. Episode Highlights: Mary...
2016-12-0653 minPredictable Prospecting's PodcastInterview: Marylou Tyler and Joseph Dager - Predictable Prospecting and Cold Calling ProcessAre you catching minnows when you want to be catching whales? Netting the high-value prospects requires engaging many different people in the organization in conversation. In this episode, I’m interviewed by Joseph Dager of the Business901 podcast. We discuss my new book, Predictable Prospecting, why cold calling is the best method of prospecting available for netting those whales, and how to encourage your sales team to embrace the cold calling process. Episode Highlights: Mary Lou Tyler’s background and career path How to best use Predictable Prospecting Cold calling, personas, and outbound marketing Why do sales...
2016-11-2926 minPredictable Prospecting's PodcastEpisode 35: Interview: Marylou Tyler and TinderBox Predictions - The Future of the World of Sales and Sales TechnologyIn this episode of Predictable Prospecting, I’m interviewed by TinderBox on my predictions for the future of the world of sales and sales technology. We also discuss training sales teams to have meaningful conversations with prospects while using sales acceleration technology and the rise of social selling. Episode Highlights: What’s going to change in the world of sales in 2017? Using technology to create meaningful conversation Client tiers and personalizations How do you train a sales team to connect with prospects? Sales and the call center mindset Social selling Predictions for the fourth medium of selling Resources: Sa...
2016-11-1523 minPredictable Prospecting's PodcastEpisode 34: Benefits and Challenges of Separating Roles on the Sales Team - Pleasant RichAre you running a “one-man show”, where you do absolutely everything yourself – from building the pipeline to closing the sale? How effective is your current system? On this episode we’re joined by Pleasant Rich, the Director of Enterprise Sales at Outreach, a team-based sales communication platform. We discuss the benefits and challenges of separating roles on the sales team, why you shouldn’t try to fill every role yourself, and how to make the transition between roles as seamless as possible. Episode Highlights: Challenges with having more aware buyers Passing the baton from top of fun...
2016-11-0839 min
Tao of Sports PodcastEp. 720 - MaryLou Tyler (Author, Predictable Prospecting)Understanding how data can increase the success rate for prospecting sales leads is what MaryLou Tyler has set out to do. Tyler discusses how a sales staff can dramatically increase their B2B sales pipeline into an opportunity engine, without it becoming a cold calling nightmare. Tyler talks about the various levels of awareness in building a prospecting funnel for each sales rep, and leverages her background in the tech world for utilization of how sales leads can be generated with the right CRM. Twitter: @MaryLouTyler Predictable Prospecting Book - Click here
2016-11-0229 min
The Tao of Sports Podcast – The DefinitiEp. 720 - MaryLou Tyler (Author, Predictable Prospecting)Understanding how data can increase the success rate for prospecting sales leads is what MaryLou Tyler has set out to do. Tyler discusses how a sales staff can dramatically increase their B2B sales pipeline into an opportunity engine, without it becoming a cold calling nightmare. Tyler talks about the various levels of awareness in building a prospecting funnel for each sales rep, and leverages her background in the tech world for utilization of how sales leads can be generated with the right CRM. Twitter: @MaryLouTyler Predictable Prospecting Book - Click here
2016-11-0229 minPredictable Prospecting's PodcastEpisode 33: Crafting Cold Emails to Engage Buyers - Bob KellyPlenty of companies struggle with crafting the perfect cold email. It’s either too long, too short, too impersonal, or it just doesn’t connect with your buyer. Identifying what’s missing and how to fix it can seem impossible, but our guest today has the process down to a science. We’re joined by Bob Kelly, my partner at Strategic Pipeline and contributor to my new book Predictable Prospecting. Bob is a leading chief strategist and sales expert, and an absolute genius at helping clients achieve maximum growth by writing the right messages to the right buyers. We discu...
2016-11-0137 minPredictable Prospecting's PodcastEpisode 32: Closing the Gap between Marketing and Sales - Max TraylorRecent studies have shown salespeople fail to make quotas when they don’t have the knowledge of their product to have a value-adding conversation with their clients. Where does this gap come from, and how can we close it to connect with our prospects? Today’s guest is Max Traylor, a marketing consultant who specializes in sales enablement. We discuss how to best close the gap between marketing and sales, why millennials don’t trust the internet, and how to best personalize your sales content to target the prospects who matter the most. Episode...
2016-10-2530 minPredictable Prospecting's PodcastEpisode 31: High-Profit Prospecting - Mark HunterOn this episode of Predictable Prospecting, we are joined by Mark Hunter, otherwise known as The Sales Hunter, a sales consultant and author of the must-read book, High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results. We discuss some of the top techniques outlined in his book, Mark’s opinion on the best time to call your prospect, and why prospecting is the most entertaining part of the sales process. With his infectious energy and wealth of knowledge, it’s easy to see why Mark Hunter is one of the most sought after sales cons...
2016-10-1825 minPredictable Prospecting's PodcastEpisode 30: Intersection of Sales and Marketing - Stephan SpencerOn this episode, I’m interviewed by Stephan Spencer of Marketing Speak podcast. We discuss the intersection of sales and marketing, the steps to building a successful pipeline, and my favorite marketing initiatives and social proofs. I also give Stephan Spencer tips on how to improve his conversations with prospects, my best book recommendations, and a few of my top coaching practices. Episode Highlights: What’s new in Predictable Prospecting? Creating meaningful conversations: Email and voicemail Assembling buckets and creating a value grid Top account-based marketing initiatives Defining the funnel and key metrics Fit seque...
2016-10-111h 01Predictable Prospecting's PodcastEpisode 29: The Intense Planning and Logistics behind Expanding a Business - Hans Peter BechOur world today feels smaller than ever, largely due to advancements in communication and technology, making plenty of business owners wonder: Should I expand my services abroad? My guest today is Hans Peter Bech, author of the bestselling book Building Successful Partner Channels and managing partner of TBK Consult, a company that helps IT groups break into foreign markets. We discuss the intense planning and logistics behind expanding a business, how culture impacts sales, and Hans Peter Bech’s suggestions for anyone considering making the jump into a foreign market. Episode Highlights: Who is Hans Peter Be...
2016-10-0426 minPredictable Prospecting's PodcastEpisode 28: The 'Why' behind Predictable Prospecting - Jeremey DonovanMy new book Predictable Prospecting is set to inspire sales teams all over the world to reformat and build their B2B sales pipelines. Curious to know more about the writing process behind the book? This episode features a conversation with Jeremey Donovan, my co-author on Predictable Prospecting, as we discuss our reasoning behind writing the book and what we think sales representatives can get out of our methodology. Jeremey Donovan is the Head of Sales Strategy at Gerson Lehrman Group. When he isn’t at his day job, you can find Jeremey serving as an adjunct pr...
2016-09-2935 minPredictable Prospecting's PodcastEpisode 27: Planning Inbound Marketing Efforts through Thought Stages - Jay AbrahamContent is what moves a prospect through the sales pipeline. How do you know what content to create and when to deliver it? On this episode I discuss how to use thought stages to plan inbound marketing efforts. I believe that every sales conversation has the potential to provide valuable information. Tracking and using details such as prospect awareness and pain points helps fine tune content and increases conversions. Episode Highlights: Uncovering personality and pain points of ideal clients How to learn from a “no” The importance of a call to action How to use immediate feed...
2016-09-2746 minPredictable Prospecting's PodcastEpisode 26: Thoughts on True Role of Sales Development Reps - Andy PaulOn this episode of Predictable Prospecting, Marylou Tyler herself is interviewed by Andy Paul, host of the sales podcast Accelerate. If you’ve ever wondered about the process of writing Predictable Revenue and Predictable Prospecting, Marylou’s thoughts on the true role of Sales Development Reps, and her top tips for identifying your ideal customer, then this is an episode you don’t want to miss! Episode Highlights: Introducing MaryLou Tyler Writing Predictable Revenue with Aaron Ross Is Predictable Revenue still relevant? Intraday calling and fearing the phone The inspiration behind Predictable Prospecting Sales Develop...
2016-09-2033 minPredictable Prospecting's PodcastEpisode 25: Techniques to Strengthen Pipeline and Boost Revenue - Jeb BlountOn this episode of Predictable Prospecting we’re joined by Jeb Blount, founder and CEO of Sales Gravy and author of Fanatical Prospecting. A leader in Sales Acceleration, Blount’s unique approach to prospecting makes him a sought-after trainer, keynote speaker, and advisor. Join us as we discuss his personal sales philosophies, the lessons he’s learned from advising million-dollar companies, and the techniques you can start using today to strengthen your pipeline and boost your revenue. Episode Highlights: Introducing Jeb Blount Why balanced prospecting is the best technique Targeting direct and indirect influencers Voicema...
2016-09-0943 min
Marketing Speak45. Creating a High-Value Sales Funnel with Marylou TylerMarylou Tyler is the CEO of Strategic Pipeline, which helps businesses to grow their revenue by increasing their sales pipelines. Marylou’s passion is helping B2B sales professionals go from cold conversations to qualified opportunities. She is the author of Predictable Prospecting, and Predictable Revenue. EPISODE Without an efficient sales funnel, your marketing efforts may not create the revenue that you desire. Marylou Tyler has created a formula that takes your leads through a pipeline that is both compelling to potential clients, and scaleable for business owners. Start implementing Marylou's system to cre...
2016-08-3159 minPredictable Prospecting's PodcastEpisode 23: Teaching Startups How to Write Compelling Web Copy - Joanna WiebeMany of today’s startups have either time or money, rarely both. That leaves the minimal staff to handle important tasks that are usually completed by a dedicated (educated) team. How does the CEO of a lean startup write compelling sales copy on his own? Joanna Wiebe created Copyhackers to ensure that startups have a place to learn how to communicate with their audience. Joanna Wiebe is the founder of Copy Hackers; an online resource dedicated to teaching startups how to write compelling web copy. Joanna left a position as a corporate copywriter to pursue her love of...
2016-08-3045 minPredictable Prospecting's PodcastEpisode 19: Methods for Communicating with Prospects - Evan JonesIt’s easy to send a form email to a new prospect, but the key to building a pipeline is to connect with your prospects by having real conversations over the phone. Genuine moments of connection happen when a consultant truly knows and understands the pain points and persona of the buyer, but this process is much easier said than done. My guest today is Evan Jones, Head of Business Development at VoxGen. As an expert in lead generation, marketing, and managing accounts, Evan discusses his methods for communicating with prospects, and shares his best advice for gen...
2016-08-2429 minPredictable Prospecting's PodcastEpisode 18: Starting Conversations with Customers for Consistent Growth - Steven WagnerToday’s guest is Steven Wagner, founder and CEO of Sales Ignition, a company that helps sales teams start conversations with their ideal customers for consistent growth. Sales techniques of the past are giving way to new, more efficient predictable prospecting methods. Join us as we discuss Steven’s tips for finding your perfect prospect list, why focusing on the tools in your sales stack is hurting your business, and how to tailor your message to reach the customers you want. Episode Highlights: Steven’s background in software, sales, and outreach The death of the tra...
2016-08-2334 minPredictable Prospecting's PodcastEpisode 17: Aspects of the Sales Business - Steve UnderwoodWhile we might all be in different types of sales, we can learn plenty about conversation, influence, and leadership from each other. On today’s episode, Steve Underwood and I discuss all aspects of the sales business, from building a sales pipeline to the power of meditation and gratitude in your daily life. With a family background in car sales, Steve Underwood began his career in the auto industry before moving into technology sales. Steve is currently the account executive at Workfront, a project management software company, as well as a dedicated podcaster and mentor. In his fr...
2016-08-2237 minPredictable Prospecting's PodcastEpisode 15: Inspiring the Entrepreneur - Jorge SotoWe’re all familiar with the famous proverb: “It takes a village to raise a child!” As more entrepreneurs launch their own startup company, perhaps the phrase should be changed to “It takes a village to make a business!” Community between entrepreneurs has become more important than ever as those with great ideas search for the people who can make their dreams come to life. In today’s episode with market specialist Jorge Soto we discuss the benefits of community, leadership style, and the new markers of success. Jorge Soto is a self-proclaimed startup fanatic who focuses on inspiring...
2016-08-1850 minPredictable Prospecting's PodcastEpisode 14: Building a Strong Sales Team - Kevin ChiuGetting a startup tech company off the ground and into the public sphere is no small feat, but having a team of great sales reps makes it infinitely easier. But how do you build a sales team from scratch? Focusing on hiring the doer instead of the thinker is part of creating a team, but the real key lies in hiring sales reps who actually care about the customer base they communicate with. Join me in a conversation with Kevin Chiu as we discuss the secrets to tech startup success. Kevin Chiu is the manager of Sales...
2016-08-1735 minPredictable Prospecting's PodcastEpisode 12: Conversation with Target Prospects - Kyle PorterOne of the most important factors in building a predictable pipeline is continuing the conversation with prospects. My guest today is Kyle Porter, the founder and CEO of SalesLoft, a company dedicated to turning target accounts into customer accounts. Kyle is an expert in helping companies integrate new tools and technology in their current systems to begin conversations with the buyers that matter. We discuss how targeting prospects in your market is changing, why and how you should start the conversation at the top of the funnel, and where to begin when developing your sales stack.
2016-08-1531 minPredictable Prospecting's PodcastEpisode 11: Sales Techniques and Technologies - Max AltschulerAll great sales professionals have one thing in common: they never stop learning. Even the most veteran leaders are looking for educational resources to help them succeed, especially in our current sales industry. How can you stay on top of your game when the sales techniques and technologies you used to trust have become obsolete? Join today’s guest, Max Altschuler, and I for a conversation on resources, sales paths, and community. Max Altschuler is a speaker, author, and the founder of Sales Hacker, Inc. an educational sales resource. Sales Hacker, Inc. produces the popular web...
2016-08-1221 minPredictable Prospecting's PodcastEpisode 9: Effective Sales Leads Generation - Stefan BoyleWhat if a company is great at closing deals, but not so skilled in beginning the conversations with the prospects they need? A predictable pipeline is built on the foundations of habit and consistency, and can take more than a couple of weeks to properly develop. A business that struggles to reach the prospects they need might feel doomed to fall further and further behind their goals, and that’s exactly where today’s guest comes in. Join Stefan Boyle and I for a discussion on how to effectively generate sales leads on your own, and how to know when...
2016-08-1034 min