#308. Marylou Tyler - Step By Step Enterprise Selling Strategy
SUBSCRIBE TO SALES SECRETS PODCAST:ITUNES ► https://itunes.apple.com/us/podcast/s...SPOTIFY ► https://open.spotify.com/show/1BKYsQo...YOUTUBE ► https://www.youtube.com/channel/UCVUh...THIS EPISODE IS BROUGHT TO YOU BY SEAMLESS.AI - THE WORLD'S BEST SALES LEADS:WEBSITE ► https://www.seamless.ai/LINKEDIN ► https://www.linkedin.com/company/seamlessai/JOIN FOR FREE TODAY ► https://login.seamless.ai/invite/podcastBrandon Bornancin is a serial salesperson, entrepreneur and founder of Seamless.AI. Twice a week, Brandon interviews the world’s top sales experts like Jill Konrath, Aaron Ross, John Barrows, Trish Bertuzzi, Mark Hunter, Anthony Iannarino and many more -- to uncover actionable strategies, playbooks, tips and insights you can use to generate more revenue and close more business. If you want to learn the most powerful sales secrets from the top sales experts in the world, Sales Secrets From The Top 1% is the place to find them.SALES SECRET FROM THE TOP 1%WEBSITE ► https://www.secretsalesbook.com/LINKEDIN ► https://www.linkedin.com/company/sales-secret-book/ABOUT BRANDONBrandon Bornancin is a serial salesperson (over $100M in sales deals), multi-million dollar sales tech entrepreneur, motivational sales speaker, international sales DJ (DJ NoQ5) and sales author who is obsessed with helping you maximize your sales success.Mr. Bornancin is currently the CEO & Founder at Seamless.ai delivering the world’s best sales leads. Over 10,000+ companies use Seamless.ai to generate millions in sales at companies like Google, Amazon, Facebook, Slack, Dell, Oracle & many others.Mr. Bornancin is also the author of "Sales Secrets From The Top 1%" where the world's best sales experts share their secrets to sales success and author of “The Ultimate Guide To Overcoming Sales Objections.”FOLLOW BRANDON:LINKEDIN ► https://www.linkedin.com/in/brandonbornancin/INSTAGRAM ► https://www.instagram.com/brandonbornancinofficial/FACEBOOK ► https://www.facebook.com/SeamlessAITWITTER ► https://twitter.com/BBornancin
#5: Marylou Tyler 🇺🇸 (CEO da Strategic Pipeline) - Como preparar e aquecer uma lista de grandes contas
Playbook de Vendas Podcast
Marylou Tyler (@marylou.tyler) é CEO da Strategic Pipeline, autora de 2 super best-sellers "Predictable Revenue" (no Brasil publicado como "Receita Previsível") e "Predictable Prospecting" (ainda sem tradução para o português). Você pode assistir o vídeo legendado da entrevista neste link: https://bit.ly/vendasb2b-podcast-5 Pra você que está ouvindo o podcast via iPhone (iOS) ou Android não esquece de deixar sua avaliação e colocar as ⭐️⭐️⭐️⭐️⭐️ na loja do seu aplicativo. Isso ajuda a gente a levar o podcast pra muito mais gente! Powered by VendasB2B.com
Episode 62: Pleasant Prospecting, Spinning Plates & The Engagement Pyramid: An Interview with Marylou Tyler
Startup Selling: Talking Sales with Scott Sambucci
We have a first in today’s episode! It’s our first returning guest. Joining me on the show today is Marylou Tyler. Marylou is the founder of Strategic Pipeline, a Fortune 1000 sales process improvement consulting group. Her client roster includes prestigious companies such as Apple, Bose, AMA, Talend, CIBC, Gartner, Prudential, UPS, Logitech, Orkin, AAA and Mastercard. Marylou is also an author and a contributor of two #1 bestselling books – “Predictable Revenue” and “Predictable Prospecting.” Both books have sold over 60,000 copies worldwide. She specializes in optimizing top-of-funnel sales process and implementing predictable new sales opportunity models. Her approach walks clients through a 7-point outreach framework that is part behavioral, part predictive and part creative, which when combined together, yields a persuasive storytelling process for sales outreach. Here are the highlights of the topics that we covered in today’s episode: The Yellow Brick Road Matrix – Selling new products vs. existing products and selling to new clients vs. existing clients. Becoming a pleasant and reliable machine as a salesperson, entrepreneur and founder. The five (5) levels of a prospect perception of a problem - starting from “unaware” and going to “extremely aware.” The Engagement Pyramid – a process for lead-scoring that shows what to offer your sales leads as the next step in your sales process. The importance of disqualifying potential customers that might not be ready to take action with you, and discover the ones that are ready to take action. The Importance of Storytelling in your Sales and the five (5) steps of the story arc. Show Notes Marylou Tyler: Website: www.maryloutyler.com PredictableEDU: https://predictableedu.com Robert Cialdini: Influence: The Psychology of Persuasion: www.amazon.com/Robert-B.-Cialdini/e/B000AP9KKG Nancy Duarte: TED - Talks Recommended: www.ted.com/talks/nancy_duarte_the_secret_structure_of_great_talks?language=en Nancy’s Books: www.duarte.com/books Chet Holmes The Dream 100 strategy: www.youtube.com/watch?v=ol2j3NLguBM The Ultimate Sales Machine [book]: www.amazon.com/Chet-Holmes-Turbocharge-Relentless-Strategies/dp/B004S7Y002 Twila Tharp’s book, “The Creative Habit” – www.amazon.com/Creative-Habit-Learn-Use-Life/dp/0743235274 Listen & Subscribe to The Startup Selling Show here: Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.com Make sure to grab your free copy of my book – “Startup Selling: How to Sell If You Really, Really Have To And Don’t Know How.” Just go to www.startupselling.co and you can download a free PDF version of the book. Thanks so much for listening! Tell a friend or ten about The Startup Selling Show, and please leave a review wherever you’re listening to the show.
SHOW NOTES SUBSCRIBE TO SALES SECRETS PODCAST ITUNES ► https://itunes.apple.com/us/podcast/sales-secrets-from-the-top-1/id1455492030?mt=2 SPOTIFY ► https://open.spotify.com/show/1BKYsQoP1eXgHQcJtQJn1z?si=X1XhrMSlQpSfvQyCarxsNQ YOUTUBE ► https://www.youtube.com/channel/UCVUhkUq4OQo9b4GUlfXmlCg THIS EPISODE IS BROUGHT TO YOU BY SEAMLESS.AI - THE WORLD'S BEST SALES LEADS WEBSITE ► https://www.seamless.ai LINKEDIN ► https://www.linkedin.com/company/seamlessai/ JOIN FOR FREE TODAY ► https://login.seamless.ai/invite/podcast SHOW DESCRIPTION Brandon Bornancin is a serial salesperson, entrepreneur and founder of Seamless.AI. Twice a week, Brandon interviews the world’s top sales experts like Jill Konrath, Aaron Ross, John Barrows, Trish Bertuzzi, Mark Hunter, Anthony Iannarino and many more -- to uncover actionable strategies, playbooks, tips and insights you can use to generate more revenue and close more business. If you want to learn the most powerful sales secrets from the top sales experts in the world, Sales Secrets From The Top 1% is the place to find them. SALES SECRET FROM THE TOP 1% WEBSITE ► https://www.secretsalesbook.com/ LINKEDIN ► https://www.linkedin.com/company/sales-secret-book/ ABOUT BRANDON Brandon Bornancin is a serial salesperson (over $100M in sales deals), multi-million dollar sales tech entrepreneur, motivational sales speaker, international sales DJ (DJ NoQ5) and sales author who is obsessed with helping you maximize your sales success. Mr. Bornancin is currently the CEO & Founder at Seamless.ai delivering the world’s best sales leads. Over 10,000+ companies use Seamless.ai to generate millions in sales at companies like Google, Amazon, Facebook, Slack, Dell, Oracle & many others. Mr. Bornancin is also the author of "Sales Secrets From The Top 1%" where the world's best sales experts share their secrets to sales success and author of “The Ultimate Guide To Overcoming Sales Objections.” FOLLOW BRANDON LINKEDIN ► https://www.linkedin.com/in/brandonbornancin/ FOLLOW MARYLOU LINKEDIN ► https://www.linkedin.com/in/maryloutyler COMPANY ► http://www.strategicpipeline.com/ PREDICTABLE REVENUE ► https://www.amazon.com/Predictable-Revenue-Business-Practices-Salesforce-com/dp/0984380213/ref=sr_1_1?crid=2S8CRJ2RCU2NW&keywords=predictable+revenue&qid=1560174786&s=books&sprefix=predictable+rev%2Cstripbooks%2C192&sr=1-1 PREDICTABLE PROSPECTING ► https://www.amazon.com/Predictable-Prospecting-Radically-Increase-Pipeline/dp/1259835642/ref=sr_1_1?keywords=predictable+prospecting&qid=1560174760&s=books&sr=1-1
You'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 group of misfits, as she calls it), Marylou's pathway into sales took a couple of twists and turns (and a magic wand) before she ended up where she is now. Listen in for some quality training and coaching takeaways, amusing anecdotes, and tangible tactics you can implement with your team today to get them working at their top capacity! --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app
Starting Conversations With People You Don’t Know, with Marylou Tyler
Starting conversations with people you don’t knowUnderstanding your company’s target market is vital to a sales professional and the best way to do this is to create ideal buyer personas for your organisation. Knowing the personas is key to opening your funnel, increasing your pipelines flow and having a healthy relationship with both your prospects and clients.This week, prospecting and persona expert Marylou Tyler joins the podcast to discuss prospecting and the importance of creating the ideal personas within your target market so that you, as a sales professional can better understand the needs of your prospects and what you can do to lead them towards a meeting or sale. Having spent the last 30 years perfecting lead generation for top-of-funnel business development, Marylou knows how important the personas you use are in sales and marketing and with the knowledge she shares with us, we can take another step forward in our sales careers. Some places you can find Marylouhttps://predictableedu.com/courses-all/http://maryloutyler.comhttp://maryloutyler.com/predictable-prospecting/https://www.linkedin.com/in/maryloutyler/ Timestamps:[01:00] – How Marylou got into sales[03:10] – At the time when Marylou got into sales, what were her perceptions around it?[04:40] – What were some of the things which Marylou had to do when she first got into sales[07:10] – How did Marylou start to learn about the sales process and skills needed in sales today?[08:06] – What were Mary’s inspirations for writing her books[10:23] – What is Mary’s definition of prospecting[11:25] – Marylou talks about account-based development[14:40] – The importance of creating an ideal account profile and how we can start the process of building this account?[17:50] – Do we create a single persona or multiple personas for accounts that we are targeting[21:00] – Should we be mapping our touch-points with our prospects so that we are clear on who we are targeting and what stage of the buying process they are at[22:29] – What type of account and what size in revenue should we be using this tactic with[24:37] – What are some strategies we can employ to start the engagement process[26:45] – In Marylou’s experience what has been the most consistent touch-point that you can use to reach your prospects[28:55] – How can we lead our prospect into the first contact?[31:18] – When you know that the customer isn’t going to be impacted by your company’s marketing what do you do?[33:45] – Is cold calling still effective?[36:20] – What are some of the most important tools we can use to get our prospect into the top pf the funnel[39:45] – Is prospecting something that mature, experienced salespeople should be doing?[41:30] – Some of the key habits highly successful SDR’s have[44:05] – Biggest influence in your sales career and why?[47:11] – What Marylou wished she new when she started her career in sales
188 The Perfect Value Proposition with Marylou Tyler
The Why And The Buy
Predictable 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 - whether it's starting the conversation, continuing the conversation, following up on the conversation or figuring out who to even talk to. She teaches you how to engage with one so you can effectively engage with thousands. On today’s podcast… 3:57 - Is there a better way to craft the sales teams based on behavior or mindset? 7:43 - Why Marylou likes to start a process manually before turning to technology 11:02 - Moving through the pipeline stages 16:11 - What does the perfect value proposition and email look like? 20:22 - The danger of creating something that's practically perfect 24:32 - 'Who' was the biggest hurdle you had to overcome? 27:49 - What question does Marylou ask herself every morning? 29:18 - Creating habitual daily rhythms Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts! Sell or Die Hidden Stories with Jeremy Fulkerson Selling With Soul Wheelbarrow Profits Women Your Mother Warned You About Street Smarts with Harvey Mackay
Click here to schedule your complimentary strategy session with me or go to MisterProductivity.com (before they're gone!). Marylou Tyler is a renowned sales process improvement expert, author, speaker and CEO of Strategic Pipeline. She has helped businesses like Apple, Bose and UPS consistently grow revenue by increasing their sales pipelines. Marylou's passion is helping B2B sales professionals advance sales conversations from cold to qualified opportunities. On this episode with Marylou Tyler: salivation (uh, yeah), the inefficiency of multitasking, the many ways to use the Pomodoro Technique and how to habit stack. Where you can find Marylou: predictableedu.com maryloutyler.com LinkedIn strategicpipeline.com What did you think of this episode? I want to know. Go to MarkStruczewski.com/blog/marylou and leave a comment. If you’re looking to take your productivity to the next level or if you are interested in bringing me in to speak at your event, visit MarkStruczewski.com. Follow me on LinkedIn, Twitter and Instagram. Subscribe to my weekly Next Level Productivity Digest newsletter. If you love the show, share it with a friend on Apple Podcasts.
Marylou Tyler, How to Achieve Predictable Prospecting – Episode 007
Sales Paradise - Designing a Life of Excellence Through Sales
Marylou Tyler is a successful consultant and trainer to Fortune 1000 companies. She helps them with their sales process. She is the bestselling co-author of two books: Predictable Revenue and Predictable Prospecting.