Predictable Prospecting's Podcast

Every SDR gets nervous when picking up the phone to talk to a prospect. We get scared of pushing too hard and getting a rejection, and we worry about offending our prospect or making them uncomfortable. How do you manage your own disruptive emotions so that you have the ability to influence the emotions of other people? On this episode of Predictable Prospecting we’re joined by Jeb Blount, founder and CEO of Sales Gravy and author of Fanatical Prospecting and a new bestseller: Sales EQ. We’re discussing how to push past the flight or fight response that comes up when talking to clients and how to manage the emotions that make prospecting difficult. Episode Highlights: Jeb Blount’s inspiration for writing Sales EQ The fight or flight response in sales How to control your own fear and anxiety while on the phone with a prospect The Universal Law of Awareness in Sales Identifying the different types of intelligence and making them work for you Doing qualification the right way Walking away from a prospect that

As sales professionals we’re often told to smile before speaking to a client so they can hear the friendliness in our voice, but how often are we trained on listening to the body language clues coming from the other side of the phone? In this episode we’re joined by Nigel Green of Evergreen Consulting, a lifelong student of sales and the psychology of buying and selling. Nigel is an expert when it comes to understanding the power of listening in sales, specifically on the types of language we use while listening and communicating with a prospect. Episode Highlights: Knowing when it’s time to “get serious”: How Nigel Green decided to focus on top of funnel Creating a framework for language listening Is it possible to read body language over the phone? Red Flags: 8 signs that you’re not listening to the prospect correctly Nigel’s top three techniques for connecting better with a customer Implementing a training and roleplaying schedule for your sales team More from Nigel Green Resources: Good to Great by J

Have you ever taken a personality test to find out more about your strengths and weaknesses? Personality tests like the Myers-Briggs are great for revealing more about our inner selves, but they can also be useful when it comes to connecting with your prospects. Our guest today is Dr. Diane Hamilton, author, speaker, and Emotional Intelligence expert. We’re talking all about the human side of sales – how to connect with a prospect based on their personality type, doing research before the first conversation, and building up relationships over time. Episode Highlights: How can studying emotional intelligence and the psychology behind communications help us with sales? Diane’s method for identifying the personality type of a prospect within seconds Using social media research to create a personality profile Developing a relationship with a long-term prospect based on common interests Preparing for the first call Techniques for improving your confidence and tone in conversation Diane Hamilton’s radio show Res

We hear it over and over -- consumers today are being bombarded with messaging and content from all sides. It’s an information overload, and many businesses are struggling to cut through the clutter and target prospects in a loud and clear way. Today’s guest is an expert and consultant that helps companies do just that. Jessica Mehring is the CEO of Horizon Peak Consulting and the creator of a unique service called the Content Lab, which trains marketers and content creators on how to craft the perfect messaging. How does she do it? Jessica’s method dives deep into the internal pain of the prospect, and her research-based content strategy strives to display the personality of your business. Episode Highlights: The inspiration behind creating The Content Lab Why results are part of Content Lab’s mantra Fighting the content fatigue with targeted messaging What’s driving good content? Jessica’s pre-planning process for content strategy & utilizing the virtual focus group Client stories and experiences More

Prezi is the revolutionary new presentation software that’ll change the way marketing and sales professionals think about making connections with clients. What makes Prezi unique from a standard PowerPoint presentation? Prezi harnesses the power of visual thinking by creating a visual roadmap of the story you want to convey to a viewer. In this interview, we discuss the how and why behind visual thinking, using Prezi to track consumer engagement, and how to begin using Prezi in your workplace. Episode Highlights: Tracking engagement How a tool like Prezi can shorten the sales cycle: Conversational Presenting Identifying how people think Retraining your brain to see the Prezi roadmap Customer examples Getting started with Prezi Resources: Prezi Customer Stories: https://www.youtube.com/watch?v=2ugq__LYjuU https://www.youtube.com/watch?v=OIqfbd5o3C0 https://www.youtube.com/watch?v=ZErz6VRJduU&feature=youtu.be

As technology becomes a bigger and more necessary tool for doing business, Sales Development Reps who are still in the beginning stages of their career can find it difficult to truly connect with a prospect when using any form of communication other than email. The “human touch” component of sales is absolutely crucial to closing the deal with a client, but can it be taught to a new generation of SDRs? Our guest today is Andy Paul, Founder of Zero Time Selling and host of the sales strategy podcast Accelerate!. We discuss how buyers form perceptions of SDRs, the importance of first impressions, and Andy’s process for engaging clients and connecting on a more human level. Episode Highlights: Blending sales technology with a human touch When does a prospect first form an opinion about you? Creating a good first impression even with non-verbal communications Lock your cell phone in your desk drawer: Why multi-tasking won’t help you get more done Doing prep work for your first verbal conversation with a prospect

In today’s episode we’re chatting with Mark Galloway of Oppsource, a unique sales development software that organizes your sales day, keeps track of your prospects, and outlines a campaign for engaging your top clients in deal-closing conversations. We discuss the inspiration behind Oppsource and how it can help you meaningfully connect with prospects in an increasingly digital world. Episode Highlights: Why sales companies need to put money into mentoring, educating, and supporting their sales reps Understanding and implementing discrete account intelligence Mark Galloway’s background and Oppsource How Oppsource can quadruple your communication with prospects SDR touch sequences The ideal client Personalization versus automating contact with prospects Resources: Oppsource Sales Development Software  

Do you clam up when you finally get on the phone with your prospect? Or worse, do you follow a pre-planned script without letting your prospect get a word in edgewise? On this episode of Predictable Prospecting we’re joined by sales expert and host of the iconic Sales Babble Podcast Pat Helmers for a discussion on why listening is the most important part of sales. Pat shares his unique framework for qualifying sales leads, and walks us through his process for having a great conversation with a prospect. This episode is a must-listen! Episode Highlights: Pat Helmer’s biggest qualifying pet peeve The SORT questions and the DUM questions: A framework for qualifying Why startup companies have a difficult time pitching their product How to begin the SORT and DUM process Closing the sale Letting go of the fear of silence Resources: Pat Helmer’s worksheet for mastering the SORT and DUM framework: Sales Babble Podcast

In this episode we’re chatting with William Wickey, an expert in media and content strategy at LeadGenius. LeadGenius recently teamed up with Prezi and Ambition to release their 2017 Trends and Tech Guide for B2B sales and marketing professionals. William is here to share insider tips and tricks for getting the most out of the information presented in the guide, who it can help, and how to implement these resources throughout your entire organization! Episode Highlights: Introducing William Wickey The inspiration behind the ebook and who it can help the most How to best use the guide to impact your company positively Decoding account-based marketing: More than just a buzzword Using the guide to bring every division of an organization together Resources: Download the FREE ebook, The 2017 Trends and Tech Guide for B2B Sales & Marketing Check out another free ebook from Lead Genius, Bridging the Gap:The Ultimate Guide To Account Based Marketing & Sales Alignment For Predictable Growth

How many of us actually meet with clients and prospects face-to-face to pitch our products and ideas? In the USA it’s almost unheard of to show up at your client’s door wanting to talk business in person. In Brazil, “neighboorhood selling”, or building relationships with prospects and your network by making in-person connections, is the standard way to do business. In this episode we’re chatting with Victor Bruno, a Brazil-based sales professional and teacher, for a discussion on how to harness the power of social tools and the importance of connecting with your network. Episode Highlights:Introducing Vitor Bruno Using social tools to generate new business Selling with pleasure instead of pain Adding value and getting referrals Why Brazilians prefer face-to-face contact over phone selling Victor’s method for mastering social selling Advice for sales rookies Resources: First Intent Screencast Predictable Prospecting Chapter Three Worksheet Want more from Vitor Bruno? Send him an email at chief@milestoneeng

Curiosity might have killed the cat, but it can save the sales rep! In this episode we’re joined by Deb Calvert, President of People First Productivity Solutions and an expert on asking the right questions to target buyers at the top of funnel. Deb explains her innovative DISCOVER method for asking questions, why you shouldn’t be afraid of negative feedback, and how to build trust and rapport over email communication.   Episode Highlights: How Deb Calvert began a career of questioning The D.I.S.C.O.V.E.R model of asking questions Asking questions that create value Scripts to follow Breaking down the acronym Leveraging questions with non-voice communications The data behind the movement Stop selling and start leading Resources:   DISCOVER Questions Get You Connected by Deb Calvert The Sales Experts Channel - BrightTALK People First Productivity Solutions Stop Selling and Start Leading Want to chat with Deb? Email her at: deb.calvert@peoplefirstps.com Quotes/Tweets: “Questions are one of the fastest wa

Did you know that as much as 95% of our decisions are made by the unconscious mind? For a sales professional, this means that nearly all of your selling power needs to be focused on connecting with a prospect on a deeper level than automated emails and trade show booths can provide. In this episode we’re joined by the “Bruce Lee of Revenue Generation” himself, Erik Luhrs. As an author of the bestselling book Be Do Sale, creator of the GURUS Selling System, and a sought-after speaker and consultant, Erik is an established expert at using Neuro-Linguistic Programming to target the unconscious mind of prospects and create messaging that sets one business apart from the pack. Erik explains the philosophy behind NLP and why it works, his process to becoming the Bruce Lee of the business world, and how anyone can begin using his methodology to boost sales! Episode Highlights: The Bruce Lee of Revenue Generation Tweaking Neuro-Linguistic Programming for sales and business: Neuro-Revenue Creating behavioral change i

Today’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 that works! Episode Highlights: Patti’s introduction to working with the top of the sales funnel Why salespeople shouldn’t back down from the challenge of writing compelling messages Benefits versus features in sales messaging “Warming up the chill” using email marketing Resources: Revenue Catapult Connect with Patty Laushman on Linkedin Quotes/Tweets: “If you are focused on a niche you can craft a compelling message there. As long as the market act

There 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!   Episode Highlights: Introducing Jeremy Boudient and Ambition Using Ambition: Marketing and Inbound Development Reps Ambition and Account Executives Sales management tools and working with the client The long-lasting positive results from using Ambition   Resources: Don’t miss my new webinar with Jeremy, The Sales Development Accelerator The Progress Principle by Teresa Amabile and Steven Kramer Check out Ambition and the Ambitio

We’ve all been there -- you finally get your prospect on the phone, ready to have that conversation you’ve been chasing, and you just can’t manage to get the right message across. Or you’re trying to follow up with a promising lead, but the marketing content on your website just isn’t enough. How do you bridge the gap between sales and marketing? On today’s episode we’re joined by Matt Heinz, president of Heinz Marketing Inc, an expert at using conversation to reduce lag in the pipeline. He’s here to share his philosophy on creating a stronger content strategy and why sales and marketing departments have to redefine their working relationship. Episode Highlights: Introducing Matt Heinz Why are we failing at creating content? Building a relationship with prospects How to create a better, more effective content strategy and sales process Who's responsible for content? Marketing or sales? Redefining the goals and responsibilities of marketing Identifying the growth Process Center marketing Putting your sales eg

What would you say if someone told you your business could reach $100 million in revenue in just seven years? On this episode we’re joined by Daniel Barber, the VP of Sales at Datanyze. Daniel is an expert on analyzing the data of a business to determine where revenue goals should be set and how best to reach them, and he’s here today to share some of his best tips for 2017 revenue planning with our listeners. Episode Highlights: Exploring the purpose of Datanyze 2017 Planning: Why planning around revenue makes the most sense The $100 Million Mark The future of specialization of the sales development team Top indicators of success Resources: Get in touch with Daniel Barber by sending him an email at daniel@datanyze.com, following him on Twitter, or connecting with him on LinkedIn Quotes/Tweets: “The year of specialization is definitely here”- Daniel “We discovered a lot of numbers, again, planning is something that it’s like that New Year’s resolution. Unless you actually plan to do it and actually execute

This week we’re chatting with the Queen of Cold Calling herself, Wendy Weiss. Many of us struggle with using the telephone in a sales world that feels like it’s moved online – it’s hard to get a prospect to pick up the phone, and we’re so out of practice that we fumble with what to say when we finally reach them. It may sound crazy or outdated, but speaking on the telephone is still the most effective way to reach your prospects and have conversations. As a speaker, sales trainer, and author, Wendy has established herself as an expert in utilizing the telephone to connect with prospects and close deal after deal. Episode Highlights: Why the telephone is the best sales tool you’ll ever use Overcoming fear of the phone Wendy’s steps for creating your ideal sales process Creating a sales script that works Cold calling in 2017 The triangulation method for reaching your prospects More From Wendy Weiss:   Check out Wendy’s top-selling books: Cold Calling for Women: Opening Doors and Closing Sales The Sales

This 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 Richardson is so passionate about working in sales Pinpointing the pain of sales issues in a team The top triggers that breed problems in the pipeline The metrics of a good salesperson Coaching a sales rep Why women in sales are the next big thing Workplace assessments and coaching More From Lori Richardson: Check out Lori’s company Score More Sales and follow them @scoremoresales on Twitter Visit Women Sales Pros on the web and follow @womensalespros

This week we’re chatting with Melinda Emerson, a consultant, author, and speaker otherwise known as “SmallBizLady”. Melinda is America’s #1 Small Business Expert and was selected by Forbes as the #1 Most Influential Woman for Entrepreneurs. Melinda is full of anecdotes, tips, and tricks from her 17-year career working with small businesses, and she’s here to share her expertise on connecting with entrepreneurs and having meaningful conversations.   Episode Highlights: The top challenges that Melinda solves for her clients 3 reasons why small businesses fail “Servicing the market” : Customer service for big corporations and small businesses Melinda’s strategies for improving retention How big corporations can best connect with small business owners Marketing and Sales for small businesses   More From Melinda: Follow her on Twitter @SmallBizLady Read her book, Become Your Own Boss in 12 Months Visit her on the web for consulting and speaking bookings, blog posts, and her store Connect with Melinda on Linke

Many 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: Understanding the SWOT Chapter Two: Ideal Account Profile Chapter Three: Ideal Prospect Personas My new Compel With Content framework for hooking your prospect The Levels of Awareness framework Chapter Seven: Measuring and Optimizing the Pipeline Chapter Eight: Tools of the Trade Chapter Nine: Managing a Sales Team Resources From This Episode:   Predictable Revenue Predictable Prospecting   Visit maryloutyler.com/swag fo