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Predictable Prospecting's Podcast

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Tired of wondering where your next lead will come from? What if you had a reliable, and predictable, source of new potential customers coming into your sales funnel each month? This is Predictable Prospecting and here I'll show you how some of the best sales leaders in the industry are creating consistent, and measurable procedures to bring in fresh, qualified leads to their sales funnels each and every month.

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Tired of wondering where your next lead will come from? What if you had a reliable, and predictable, source of new potential customers coming into your sales funnel each month? This is Predictable Prospecting and here I'll show you how some of the best sales leaders in the industry are creating consistent, and measurable procedures to bring in fresh, qualified leads to their sales funnels each and every month.

iTunes Ratings

12 Ratings
Average Ratings
9
0
1
1
1

Your voice

By Matt TRow - Aug 07 2018
Read more
Your voice goes in and out and is scratchy in most podcasts. It's not just me who can hear this either

Actionable and Easy To Listen To

By Meredith Messenger - Jul 17 2018
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Great podcast for all of those interested in and in need of stronger sales skills. Highly recommend!

iTunes Ratings

12 Ratings
Average Ratings
9
0
1
1
1

Your voice

By Matt TRow - Aug 07 2018
Read more
Your voice goes in and out and is scratchy in most podcasts. It's not just me who can hear this either

Actionable and Easy To Listen To

By Meredith Messenger - Jul 17 2018
Read more
Great podcast for all of those interested in and in need of stronger sales skills. Highly recommend!
Cover image of Predictable Prospecting's Podcast

Predictable Prospecting's Podcast

Latest release on Dec 03, 2019

Read more

Tired of wondering where your next lead will come from? What if you had a reliable, and predictable, source of new potential customers coming into your sales funnel each month? This is Predictable Prospecting and here I'll show you how some of the best sales leaders in the industry are creating consistent, and measurable procedures to bring in fresh, qualified leads to their sales funnels each and every month.

Rank #1: Episode 89: Tactics for Effective Phone Sales - Art Sobczak

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The telephone is a vital instrument for us to use when having sales conversations. Telephone sales expert Art Sobczak is here today to share some of his amazing telephone sales knowledge. I consider Art Sobczak a mentor. I have been following him since 1985. He is the president of Business by Phone and the author of books like Smart Calling, Sell More in Less Time, and Telephone Tips that Sell. He is an expert in utilizing the phone for sales conversations.

Art shares how selling is the greatest profession in the world, and how he wakes up everyday knowing that there are people out there that he can serve in this profession. A lot has changed over the years, but people still buy from people, and aside from face-to-face, voice-to-voice is the best way to sell to those people. This is a great conversation, and Art shares tips and selling knowledge from his 35 years of selling experience.

Episode Highlights:

  • Art wakes up everyday knowing that there are people out there waiting to be served.
  • Making a difference through the greatest profession in the world which is sales.
  • How a lot has changed over the years, but people still buy from humans and the most effective way to sell is by speaking with people.
  • Other than face to face, the best way to sell is voice to voice.
  • How sales enablement tools can be distracting if not used correctly or effectively.
  • The importance of examining what your sales process looks like and who you are selling to.
  • How using the phone is a permission based tool that can cut through a lot of the clutter.
  • How fear of the phone stems from a lack of knowledge.
  • The importance of having relevant and targeted messaging.
  • Different calls require varying degrees of preparation and research.
  • The problems of disguising call avoidance as research.
  • When you get voicemail, your purpose is to leave a question in that person's mind.
  • The importance of call quality and investing in good equipment.   

Resources:

Feb 06 2018

25mins

Play

Rank #2: Episode 102: The Traits of a Good Prospector - Phill Keene

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What 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 bring on new prospectors at his own company.

Episode Highlights:

  • How Costello got its name
  • How to get people to put time into mastering prospecting techniques
  • The importance of being a motivated self-learner in prospecting
  • The skills that a good prospector needs to have
  • How pattern recognition can help in prospecting
  • Phill’s success rate for hiring prospectors
  • Phill’s hiring process
  • How Phill determines which person gets hired for which role
  • Phill’s process for onboarding

Resources:

Phill Keene

Costello

Phill’s Email: phill@ncostello.com

May 08 2018

28mins

Play

Rank #3: Episode 87: The Five Steps to Digital Selling - Mario Martinez Jr

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Mario Martinez Jr. is the CEO and founder of a fantastic company called Vengreso. They are a B2B digital sales transformation company and they do their magic through content marketing, social selling, and a variety of things. Mario spent 82 consecutive quarters in B2B sales and leadership roles growing hundreds of millions of dollars in revenue annually.Mario is one of 19 sales influencers invited to appear in the Salesforce documentary film "The Story of Sales" to be launched in 2018. He is recognized as the Number 1 Top Sales Performance Guru in the world, named 2018's Top 10 Sales Influencers by The Modern Sales Magazine, and in 2017 he was named the Top 25 Inside Sales Professional and the 6th Most Influential Social Selling Leader globally.As a renowned digital sales evangelist, Mario teaches marketing and sales professionals how to develop an engaging personal brand to attract today's modern buyer using the digital sales ecosystem. Mario is the host of the popular Selling With Social Podcast. He's been featured in Forbes, INC., the Examiner.com and is a contributor to the Huffington Post. He's a highly sought-after Keynote Speaker with brands such as LinkedIn, SAP, and Cisco. He is also known to open a keynote with a Salsa dance.

Episode Highlights:

  • Social versus digital and how social selling to engage, build relationships, and create conversations will just become selling.
  • Digital is just using your online presence to establish and create a personal and professional presence.
  • It’s about discovering a platform to engage with your clients.
  • After engaging with clients, we need to connect with them to sell to them.
  • Feeding your network isn’t just putting content in your feed, it is also providing customized information to individual prospects and clients.
  • It’s also a good idea to automate what you can.
  • The sales job is to prospect one-on-one. Marketing is one to many.
  • The five steps to digital selling. Have the right brand. Correctly initiate, engage, and maintain a relationship. Do the research and use tools to effectively connect with buyers. Feed your network regularly. Measure your prospecting success through the number of conversations you have.
  • The two, three, and four-week meeting request rule: “Here are three dates and times that work for me.” Also look for when in the day the buyer likes to meet.
  • Asking for a 30 minute as opposed to a 15 minute appointment.
  • The sole purpose of identifying whether a prospect has a problem that you can solve.
  • Three by three rule. Research the person, the company, and get to know the prospect a bit before the meeting. Find three things in three minutes to incorporate into the conversation that show that you did your homework.

Resources:

Jan 23 2018

35mins

Play

Rank #4: Episode 134 Adding Value vs. Helping a Prospect - Michael Pedone

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What 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 to hear what Michael has to say about common mistakes people make with important sales skills, the definition of a cold call, and connecting through LinkedIn.

Episode Highlights:

  • The most impactful sales skill that Michael sees people bungle
  • The definition of a cold call
  • Throwing out the “easy” button
  • Why you shouldn’t remind a warm lead that they filled out a form
  • Approaching leads with the intent to help
  • The difference between adding value and helping
  • The cadence that works best in a selling situation and how to blend it with different modalities
  • Connecting through LinkedIn
  • How often you should be prospecting
  • Why people should really want to be in sales

Resources:

SalesBuzz

Michael Pedone

May 21 2019

37mins

Play

Rank #5: Episode 70: Prospecting and Lead Generation Myths - Tony Hughes

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The number one problem most sales people say they have is lack of pipeline. Yet, lack of pipeline is usually a symptom of other issues. The three key issues that affect lack of pipeline are having the wrong mindset, using the wrong narrative, and executing the wrong activities. 

Today, I speak with LinkedIn’s most read author of B2B selling content. Tony Hughes is a sales improvement consultant and bestselling author. His new book Combo Prospecting: The Powerful One-Two Punch That Fills Your Pipeline and Wins Sales is available for pre-order and will be released in January of 2018. In our conversation, we attack the myths around prospecting and lead generation. Tony also shares some wonderful actionable tips that you can implement right away. 

Episode Highlights: 

  • Treating predictable prospecting as a process.
  • Separation of roles that actually work in large organizations.
  • How sellers need to generate their own pipeline.
  • Everyone in the organization needs to be prospecting and looking for referrals.
  • Getting to a point where the sales process is a habit.
  • After engaging with a client ask for a referral.
  • Lead with why the conversation should matter and add value.
  • Help, help, help and then ask.
  • Ask is this email helping a prospects challenge? If no, don’t send.
  • Speak to prospects at the level of a peer.
  • Combo sell with phone, email, social, etc. using the right narrative.
  • Buyers are interested in what is going on in their industry, provide value.
  • Try to reach a range of people within an organization with the right narrative.
  • More focus on customer experience and human engagement.
  • Embracing technology and the way you sell. Being politely persistent. 

Resources: 

Jul 04 2017

36mins

Play

Rank #6: Episode 96: Frontline Sales - Dave A. Brock

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It’s important for prospectors to understand the entire funnel, not just the top and middle of the funnel. Today’s guest has a breadth of knowledge for the entire funnel and a particular focus on frontline sales, leadership, and managers.

Dave A. Brock is the CEO of Partners in EXCELLENCE, a California-based consulting organization that focuses on helping clients develop and execute business, sales, marketing, customer service, and new product strategies. Dave is also the author of Sales Manager Survival Guide. Listen to the episode to hear what David has to say about frontline sales.

Episode Highlights:

How Dave got started in the area of sales performance

How too many apps and tools can be detrimental to sales performance

Why the sales manager needs to be part of the plan when implementing a new tool

A sales manager’s role, and how that can be leveraged to maximize the performance of each sales person.

The qualities that make a great sales manager

The importance of determining a process that works before bringing in automation tools

Why it’s necessary to focus on fundamentals and the ideal customer profile

Dave’s new book, Sales Executive Survival Guide, coming out in May

Resources:

David Brock

Dave on Twitter

Partners in EXCELLENCE

Partners in EXCELLENCE Blog

Sales Manager Survival Guide: Lessons From Sales' Front Lines

Mar 27 2018

30mins

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Rank #7: Episode 72: Prospecting as a Function of Sales - Patrick Rodgers

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Without prospects, there will be no sales. Yet, companies can struggle with incorporating prospecting into the sales process and getting people to balance the time spent prospecting compared with the all important task of closing the deal. This issue can be especially prevalent with leaner bootstrapped companies. Today, we will learn about an innovative method of solving this problem and attracting new sales talent.  

Today, I speak with Patrick Rodgers who is VP of Sales at LearnCore a leading sales training and coaching platform that combines technology with people for optimum results. Patrick is leading and building the sales organization for this bootstrapped company. We talk about the idea of prospecting as a sales function and some of the challenges when expecting AEs to close and prospect.

Episode Highlights:

  • Challenges of scaling a bootstrapped company
  • Difficulty of finding AEs who would go through the entire sales cycle
  • Starting a 9 - 12 month sales training focused on prospecting
  • Learning the process from start to finish they became top producers
  • The program allowed growth acceleration and attracted talent
  • Getting a perspective from different sales representatives
  • Sales roles in the sales funnel process
  • Shadowing into different areas and hitting sales goals
  • Opening doors for the team and making it an easier path
  • Challenges getting AEs to value the meetings set up by SDRs
  • Having a blueprint for AEs so that SDRs and AEs work together
  • Moving from sheer will to habit when changing roles
  • Breaking down the training perspective into a career path

Resources:

Jul 18 2017

28mins

Play

Rank #8: Episode 115: Maintaining Relationships with Prospects - Nick Hart

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Prospecting 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 strategic customer service manager for Outreach.io. Outreach is a tool that performs much of the work for you. It can help you plan your follow-up conversations, make sure that the correct messages are being delivered at the right times and to the right people, and prevent you from forgetting or delaying crucial follow-ups. Listen the episode to hear Nick explain what Outreach does, how to use different types of messaging, and what types of email statistics Nick sees on a regular basis.

Episode Highlights:

  • What Outreach does
  • How Outreach helps salespeople get the right message across at the right time
  • The importance of being both efficient and effective
  • How certain types of messaging can help prospects see salespeople as real people, which can make prospects more responsive
  • How asking permission can be a form of a call to action
  • How to slow down and space out value ads across multiple emails
  • The importance of crafting different messages for different personas
  • Statistics for email open rates, reply rates, and bounce rates

Resources:

Nick Hart

Outreach

Email Nick at: nick.hart@outreach.io

Aug 07 2018

34mins

Play

Rank #9: Episode 122: Generating Leads and Closing Sales - Peter Lang

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The 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.

Episode Highlights:

  • Why Peter was interested in offering agency instead of in-house
  • The typical onboarding process for Peter’s clients
  • How the selection of accounts works
  • How to add value while disqualifying at the same time
  • Why providing value by giving away something that other companies charge for is a way to stay competitive
  • How the GDPR affects Peter’s model in other countries
  • The steps it takes to close the data range

Resources:

Peter Lang

Uhuru Network

Peter’s Email: plang@uhurunetwork.com

Nov 20 2018

32mins

Play

Rank #10: Episode 80: Filling the Top of the Funnel With Quality Door Openers - Caryn Kopp

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If you are trying to figure out what to do next when it comes to starting new business and getting doors opened with high level decision makers. This show is for you. My guest today is Caryn Kopp of Kopp Consulting. Caryn’s business is all about  opening doors and meeting with the right decision makers. If you aren’t talking to the right person it is impossible to close the deal.

Caryn is also the author of Biz Dev Done Right which is all about uncovering and managing the blind spots in the sales process. When business development is done right there is no limit to what we can do. Caryn is the Chief Door Opener at Kopp consulting, and her service has helped thousands of business owners and salespeople secure meetings with the right people. Today, she shares expert insights into the sales and business development process.

Episode Highlights:

  • Her book is an Amazon bestseller and it helps uncover the blind spots that keep sellers from executing as they should.
  • It uncovers the strategies and methodology to get the sales success we all deserve.
  • It creates a predictable selling machine to get your foot in the door.
  • The different types of salespeople that are out there. Farmers who grow the business and hunters who find the business.
  • There are many different types of hunters. Closers and those who create new relationships. These are the openers who you want to hire to get business in the door.
  • Salespeople are often strong in closing or opening. Kopp Consulting only hires openers.
  • They offer outsourced openers with a proven process for creating sales messaging for high level prospects.
  • Sometimes salespeople can’t get the meetings because of lack of time.
  • Outsourcing to keep the top of the funnel full with new relationships.
  • Then the sales people only have to go to meetings and close the sale.
  • Getting the relationship open is a very different skill set.
  • Having a full top of the funnel is a very efficient process.
  • How when working with companies it is the bigger the better. They often work on the whale accounts.
  • The client sales cycle may have different lengths, but they all want to keep the top of the funnel full.
  • How they have short term and long term ongoing sales client relationships.
  • How the right messaging, prospect, and readiness opens the door. This process takes two weeks for Caryn’s team.
  • Two week onboarding at the top of the funnel. Launch with messaging and meetings. The handoff once they get the meeting includes remote access email through the client's company. The communication is seamless.
  • They send the invite, and the meeting notification, and then an appointment report with the entire background of the meeting and client needs.

Resources:

Nov 14 2017

24mins

Play

Rank #11: Episode 112: How Marketing and Sales Intersect - Sean Campbell

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Marketing 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 marketing side of things to talk about what’s going on in sales. Listen to what Sean has to say about some sales terms that you may not have heard yet, how saying “no” can actually help you sell, and why the sales team should be involved in the marketing process.

Episode Highlights:

  • What Sean’s research firm does and how he got into it
  • New sales and marketing terminology
  • Why it’s important for companies to define boundaries
  • How saying “no” can help you sell
  • Why sales needs to be involved in marketing
  • The importance of choosing the right people for a sales research study
  • How the GDPR is affecting email lists
  • The reason why salespeople should send more tailored messages in narrower channels
  • Why you need to have a waterfall
  • How to stack good habits

Resources

Sean Campbell

Cascade Insights

Email Sean at sean@cascadeinsights.com

Jul 17 2018

40mins

Play

Rank #12: Episode 138: Setting up a Pipeline to Leverage All Channels - Jonathan Soares

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

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

Episode Highlights: 

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

Resources: 

Jonathan Soares

Email: jonathan@agencylabs.com

Jul 16 2019

32mins

Play

Rank #13: Episode 74: Methods and Models for Productivity - Nancy Gaines

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Every business from solo entrepreneurs to small business owners and people working within larger businesses need systems to create consistency, make the work easier, and achieve better results. Today, I speak with Nancy Gaines the CEO and Founder of Gain Advantages on systems and the process of creating systems to free up time and money and create opportunities for businesses of all sizes to scale.

Nancy Gaines has been advising small businesses and Fortune 100 companies on how to increase revenues through proven systems for almost two decades. She is a best-selling author and international keynote speaker. Nancy has been named in the Top 100 Productivity Experts to follow on Twitter and has a global podcast downloaded in over 70 countries. Her main focus is creating business processes with actionable steps so her clients achieve more consistency, ease, and ultimate success.

Episode Highlights:

  • Nancy helps small business owners to scale
  • She creates systems and processes to avoid trading hours for dollars

  • Models for productivity that help us to scale
  • Five systems in every business
  • Following up with sales, marketing, operations, your team, and money
  • Starting with systemizing your biggest pain point
  • The 24 hours, 7 days and 30 day method for following up (24,7,30)
  • The cold contact email method using video
  • Following up with personalized cards and handwritten notes
  • Customizing the cadence of follow up for different customers
  • Chunking up tasks and doing similar tasks together
  • Having a single focus and single task for phone time
  • Working for 50 minutes and then taking a 10 minute break
  • Taking time to think and ask questions about your business
  • Delegating tasks that are below your pay rate

Resources:

Aug 01 2017

24mins

Play

Rank #14: Episode 79: Meeting Sales Challenges - Andy Zehren

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Whatever role you play in a sales position, there are a lot of moving parts and specific challenges involved with your unique role. Today, I talk to an account executive who has held many roles in the sales cycle and is passionate about making life for salespeople easier. We talk about his vast knowledge and lessons learned, along with how his company OppSource has developed a platform to make salespeople more productive.

Today’s guest is Andy Zehren. I met Andy by chance, but discovered that he had so much experience that he would be a perfect guest for the podcast.  Andy is an account executive for OppSource a platform that makes B2B sales prospecting and engagement easier. They help find and prioritize prospects and enable one sales rep to do the work of three with their automated touchplans.

Episode Highlights:

  • How Andy has held a lot of different roles in sales and he started as an SDR.
  • How each different role has had specific challenges.
  • Andy works with sales people at OppSource helping them with solutions to be more productive and make their lives better.
  • The importance of building relationships and challenges with automation.
  • Challenges of spending too much time and energy on a small amount of accounts.
  • Working smarter and hyper personalization. Average attempts at cold prospecting used to be four and now it is nine.
  • Saving time using a template, but making sure that the person you are reaching out to knows that you are a person reaching out to them.
  • The importance of having strong software that helps with followups.
  • Making sure that sells people moving is a seamless experience for the company and the prospect.
  • How OppSource simplifies the process of preparing for the sales workday using a smart technology solution.
  • The importance of finding the most productive call hours.
  • Having the ability to reach out to all of the decision makers and strategic selling.

Resources:

Nov 07 2017

26mins

Play

Rank #15: Episode 126: Creating Value to win over Clients - Anthony Iannarino

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Do 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 believes it’s important to separate service and product, and how to apply his four levels of value to different stakeholders.

Episode Highlights:

  • Anthony’s books
  • Separating service and product
  • Winning clients by creating greater value than competitors
  • The four levels of value
  • How the four levels of value apply to the different stakeholders
  • Winning with the intangibles

Resources:

Anthony Iannarino

The Only Sales Guide You’ll Ever Need

The Lost Art of Closing

Eat Their Lunch

Jan 22 2019

32mins

Play

Rank #16: Episode 129: The Resurgence of Telephone Sales - Mark Hunter

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Even 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 into the prospecting mindset.

Episode Highlights:

  • What’s new in prospecting
  • Why the telephone is making a resurgence and what Millennials have to do with it
  • Informed calling vs. cold calling
  • The place of automated follow-up systems in prospecting
  • Positive feedback that Mark has gotten about his book
  • Using social media for prep work
  • How to get into the prospecting mindset
  • The Outbound Conference

Resources:

Mark Hunter

The Sales Hunter

High-Profit Prospecting

Outbound Conference

Feb 19 2019

30mins

Play

Rank #17: Episode 105: Perfecting Your Sales Process - Scott Leese

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In 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 helps inform his success in the field and interest in process. Listen to the episode to hear Scott describe his history and talk about how he settled on a sales process, why he believes in the importance of delegating, and how to handle stress and pressure in a sales leadership role.

Episode Highlights:

  • Scott’s background and how he got into sales
  • How Scott settled on a process that worked for him
  • Why it’s important to educate a prospect on the problem before selling them on a solution
  • Why Scott thinks it’s important to get good at delegating
  • How to handle pressure and stress when you’re in a sales leadership role
  • Scott’s upcoming conference in Costa Rica
  • The top challenges that startups face
  • Scott’s thoughts on outsourcing the startup phase of a company or part of the sales funnel
  • The Addiction Model Framework

Resources:

Scott Leese

Qualia

Addicted to the Process

The 2018 Surf and Sales Summit

May 29 2018

26mins

Play

Rank #18: Episode 99: Developing Leadership Skills - Deb Calvert

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There are a lot of different things that you can try when you need to make more sales. But one of the most effective things that you can do to become a great salesperson is work on your leadership skills.

Today’s guest is Deb Calvert, President of People First Productivity Solutions. In today’s episode, she’ll be talking about her new book, Stop Selling and Start Leading: How to Make Extraordinary Sales Happen. Listen to the episode to hear what she has to say about what buyers really want and how sellers can make sure that they deliver, and stay tuned for a special offer at the end.

Episode Highlights:

  • Deb’s interest in doing real research into what buyers really want, and how that led to her new book
  • The surprises that Deb found in the course of researching her book
  • The importance of sellers establishing credibility with buyers by doing what they say they will do
  • The backstory on the co-authors that Deb worked with when writing her new book
  • The 30 behaviors that buyers respond to when sellers adopt them
  • How the behaviors Deb describes in her book apply in different stages of the funnel
  • Deb’s Five Practices of Exemplary Leadership that sellers can apply in their relationships with buyers
  • How leadership behaviors can help sellers stand out from the crowd
  • Deb’s online e-learning course, and a special offer for podcast listeners 

Resources:

Deb Calvert

People First Productivity Solutions

Stop Selling and Start Leading

For free access to Deb’s online e-learning training course, Workplace Conversations, email a receipt for Stop Selling and Start Leading to Deb at deb.calvert@peoplefirstps.com

Apr 17 2018

24mins

Play

Rank #19: Episode 77: Sales Enablement - Cory Bray and Hilmon Sorey

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There are a lot of definitions of sales enablement. What is it? How do we do it? Why does it matter? Having a process and mindset that extends across an entire organization can help enable salespeople to be successful. Still, it would help to have a clear plan and goal to get the most impact out of the enablement process.

Today, I have two guests Cory Bray and Hilmon Sorey.  Cory and Hilmon just happen to know a little bit about sales enablement. They are the authors of The Sales Enablement Playbook and they run ClozeLoop a sales enablement platform. They are based in San Francisco, and this is a fun and lively episode with two guests diving into the topic of sales enablement.

Episode Highlights:

  • Cory and Hilmon share their definition of sales enablement and focusing on the prospect.
  • How there isn’t a one thing silver bullet type solution to sales enablement.
  • Every department needs to contribute to sales enablement.
  • Having a mindset based on customer engagement where every team contributes.
  • Having the customer conversation at the center of the bullseye. Then as the concentric circles move out there are other team members contributing.
  • Understanding your messaging and how it relates to buyer personas.  
  • Pain points and features and how they relate to customer stories.
  • Issues with a disconnect between marketing and sales. Creating micro content for the salespeople.
  • The three types of sales conversations: lone wolf, scripting, or finding the sweet spot of the entire team's effort.
  • Creating a playbook that allows a natural feedback loop.
  • Knowledge management is about the conversations.

Resources:

Sep 12 2017

27mins

Play

Rank #20: Episode 100: Tips and Tricks for Getting Referrals - Brandon Bruce

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For prospectors, referrals are important. When you’re a business developer, it’s helpful if you can engage clients to the point that they’re willing to refer another business to you.

Today’s guest is Brandon Bruce, the COO and Co-founder of Cirrus Insight. In today’s episode, Bruce will be talking about the top of the funnel. Listen to the episode to hear what Brandon has to say about referrals and about the tips, techniques, and strategies that he’s using in his own company that may also be useful for you.

Episode Highlights:

  • Brandon’s unusual height
  • Brandon’s company, Cirrus Insight, and what they do
  • What Brandon has found does and doesn’t work when it comes to prospecting
  • When is the best time to bring up the topic of referrals with a client
  • Incentives that can encourage clients to make referrals
  • How making a job fun can help build energy and get people excited
  • How customer feedback can lead to great ideas for improvements
  • How to use personalization in prospecting
  • The small batch approach, and how new technologies have improved it

Resources:

Brandon Bruce

Cirrus Insight

brandon@cirrusinsight.com

Apr 24 2018

33mins

Play

Episode 146: The Importance of Practice - Michael Hageloh

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

Episode Highlights:

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

Resources: 

Live from Cupertino

Dec 03 2019

44mins

Play

Episode 145: Selling Above and Below the Line - Skip Miller

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

Episode Highlights: 

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

Resources: 

Skip Miller

M3 Learning

Selling Above and Below the Line

Oct 29 2019

36mins

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Episode 144: The Self-Reliant Entrepreneur - John Jantsch

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

Episode Highlights: 

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

Resources: 

Duct Tape Marketing

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

Oct 15 2019

27mins

Play

Episode 143: Podcasting as a Sales Tool - Matt Johnson

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

Episode Highlights: 

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

Resources: 

Pursuing Results

How to Get Featured

Sep 24 2019

28mins

Play

Episode 142: Diversity in the Sales and Marketing Industry - Natalie Severino

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

Natalie Severino is the Vice President of Marketing at 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 requirements, and what people in leadership can do to bring in more women. 

Episode Highlights: 

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

Resources: 

Natalie Severino

Women Sales Pros

Girls Club

Aug 20 2019

35mins

Play

Episode 141: Talking to the Right Person - Tukan Das

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

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

Episode Highlights: 

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

Resources: 

Tukan Das

Email: tdas@leadsift.com

Free Tool to Automate Research for prospecting

LeadSift HomePage

Google Alerts

Twitter Search

LinkedInSales Navigator

BuiltWith

BuiltWith Toolbar

Alexa Ranking

SEMRush

Aug 13 2019

44mins

Play

Episode 140: Marketing and Podcasting - Michael Greenberg

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

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

Episode Highlights: 

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

Resources: 

Michael Greenberg

Call for Content

The B2B Podcast Playbook

Aug 06 2019

37mins

Play

Episode 139: Turning the Funnel Sideways - Carman Pirie

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

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

Episode Highlights:

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

Resources:

Carman Pirie

Kula Partners

Jul 30 2019

40mins

Play

Episode 138: Setting up a Pipeline to Leverage All Channels - Jonathan Soares

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

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

Episode Highlights: 

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

Resources: 

Jonathan Soares

Email: jonathan@agencylabs.com

Jul 16 2019

32mins

Play

Episode 137: Ask the Right Questions - Chick Herbert

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

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

Episode Highlights: 

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

Resources: 

Chick Herbert

It Begs the Question

Chick on Twitter

Email Chick: Chick.Herbert2@gmail.com

Jul 12 2019

1hr

Play

Episode 136: Building Trust - Jason Treu

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How 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 a cohesive unit, and how to build rapport in the first few minutes of a phone call.

Episode Highlights:

  • The top issues Jason sees in the industry today
  • The importance of hiring
  • Whether any type of team can be turned into a cohesive team
  • Where to start in building a trust mindset
  • The trust-building process
  • Building rapport in the first few minutes of a call
  • Jason’s book, Social Wealth: How to Build Extraordinary Relationships By Transforming the Way We Live, Love, Lead and Network
  • What can be done to start getting teams to high performance

Resources:

Jason Treu

Social Wealth: How to Build Extraordinary Relationships By Transforming the Way We Live, Love, Lead and Network

Jun 04 2019

39mins

Play

Episode 135: Using Technology to Boost Sales - Jordan Stupar

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How 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 Jordan’s company does
  • Jordan’s background
  • Which areas of technology Jordan focuses on
  • Technological enhancements that can be used to improve meaningful sales conversations
  • Using data to improve workflow
  • How technology is improving analytics
  • How analytics can suggest next steps 

Resources: 

Jordan Stupar

Sales Domination

Jordan on Instagram

May 28 2019

29mins

Play

Episode 134 Adding Value vs. Helping a Prospect - Michael Pedone

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What 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 to hear what Michael has to say about common mistakes people make with important sales skills, the definition of a cold call, and connecting through LinkedIn.

Episode Highlights:

  • The most impactful sales skill that Michael sees people bungle
  • The definition of a cold call
  • Throwing out the “easy” button
  • Why you shouldn’t remind a warm lead that they filled out a form
  • Approaching leads with the intent to help
  • The difference between adding value and helping
  • The cadence that works best in a selling situation and how to blend it with different modalities
  • Connecting through LinkedIn
  • How often you should be prospecting
  • Why people should really want to be in sales

Resources:

SalesBuzz

Michael Pedone

May 21 2019

37mins

Play

Episode 133: Successful (Not Stressful) Prospecting - Jason Bay

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Just 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 how he got into prospecting, his approach to creating personas, and how to address common errors in messaging.

Episode Highlights:

  • What prompted Jason’s interest in prospecting
  • Mixing modalities
  • How much time Jason spends in the planning stages with clients to develop messaging
  • Jason’s approach to personas
  • The ideal client profile identifier
  • Applying the research to one-person consulting businesses
  • Errors in messaging that Jason sees frequently
  • Jason’s REPLY method
  • Incorporating personalization in messaging

Resources:

Jason Bay

Blissful Prospecting

Selling Above and Below the Line

Free Guide to Getting Started with Video Prospecting

May 14 2019

31mins

Play

Episode 132: The Ever-Evolving Customer Experience - Ian Moyse

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The 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.

Episode Highlights:

  • How disruptors are changing the customer experience
  • Where disruption is having the biggest impact
  • When consumers prefer to interact with a human rather than a machine
  • Using buyer personas to optimize the customer experience
  • When it’s important to communicate via phone rather than email or chat
  • Analyzing how customer experience impacts loyalty and revenue

Resources:

Ian Moyse

Ian on Twitter

Natterbox

Apr 16 2019

29mins

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Episode 131: The Relationship Between Sales and Marketing - Max Altschuler

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You 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 and marketing to work together, how to use sales engagement strategies in closing, and what Max sees changing in the near future.

Episode Highlights:

  • What made Max decide to get involved with this new book
  • What teachings in the book are most impactful for sales professionals trying to start and close conversations with people they don’t know
  • Max’s definition of sales engagement
  • Which channels sales can use to better coordinate with marketing
  • How do sales methods of advancing prospects in the pipeline align with marketing
  • How sales engagement principles can be applicable to closing
  • Changes in how CRMs are being used
  • What Max sees changing in 2020

Resources:

Max Altschuler

SalesHacker Inc.

Outreach

Sales Engagement: How The World's Fastest Growing Companies are Modernizing Sales Through Humanization at Scale

Apr 09 2019

27mins

Play

Episode 130: The Marketing Perspective - Chris Dayley

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Today’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 sales and different ways to use data, metrics, and testing.

Episode Highlights:

  • How Chris’s work fits into an outbound, targeted approach
  • What Chris is doing with analytics
  • Using data to refine the pitch
  • Metrics that can help prepare for contacting prospects
  • How Chris uses testing
  • Technology used for testing in sales
  • How best practices can vary from company to company, even within the same industry

Resources:

Chris Dayley

Chris on Twitter

Disruptive Advertising Blog

Feb 26 2019

33mins

Play

Episode 129: The Resurgence of Telephone Sales - Mark Hunter

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Even 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 into the prospecting mindset.

Episode Highlights:

  • What’s new in prospecting
  • Why the telephone is making a resurgence and what Millennials have to do with it
  • Informed calling vs. cold calling
  • The place of automated follow-up systems in prospecting
  • Positive feedback that Mark has gotten about his book
  • Using social media for prep work
  • How to get into the prospecting mindset
  • The Outbound Conference

Resources:

Mark Hunter

The Sales Hunter

High-Profit Prospecting

Outbound Conference

Feb 19 2019

30mins

Play

Episode 128: Adapting to Change - Brian Keller

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In 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 sales field. Listen to the episode to hear what Brian has to say about why change matters for sales executives, how to connect data with the real life experience of salespeople on the ground, and how Brian’s students apply what he teaches.

Episode Highlights:

  • Why change is important for sales executives
  • Whether change can be taught
  • How to connect the data to real life experiences in the sales field
  • Whether tenure has an impact on whether or not to engage in change
  • Tools Brian uses to get students to apply what he teaches
  • What goes into planning a training workshop
  • How the salespeople that Brian trains share their success stories
  • The motivation for formalized training at McKesson

Resources:

Brian Keller

Feb 05 2019

31mins

Play

Episode 127: Using Sales Differentiation to Close Deals - Lee Salz

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Your 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 differentiation to make your sales. Lee Salz is a sales management strategist and the CEO of Sales Architects. He’s also a keynote speaker, author, and consultant. Lee joins the podcast today to talk about his most recent bestselling book, Sales Differentiation. Listen in to hear what Lee has to say about why describing your product as “the best” is ineffective, how to help buyers make informed buying decisions, and how to identify the things that differentiate your product from others.

Episode Highlights:

  • What happens when you describe your service, product, or company as “the best”
  • Why saying that your product is the best doesn’t help to differentiate you from other salespeople
  • Whether buyers are really as educated as you may think
  • Helping buyers make informed decisions
  • Two parts to sales differentiation
  • Five steps to profiling your sales differentiation
  • Exercises that can help you identify your sales differentiation
  • Your biggest competitor
  • Customer service and account management
  • Pre-call research
  • Why the way you sell is also a differentiator

Resources:

Lee Salz

Sales Architects

Sales Differentation

Visit this page to register for the Sales Differentiation Minute video series

Jan 29 2019

36mins

Play

iTunes Ratings

12 Ratings
Average Ratings
9
0
1
1
1

Your voice

By Matt TRow - Aug 07 2018
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Your voice goes in and out and is scratchy in most podcasts. It's not just me who can hear this either

Actionable and Easy To Listen To

By Meredith Messenger - Jul 17 2018
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Great podcast for all of those interested in and in need of stronger sales skills. Highly recommend!