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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 Jun 09, 2020

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 57: The Power of Prezi

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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:

Apr 06 2017

26mins

Play

Rank #2: 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 #3: 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 #4: 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 #5: 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

Rank #6: Episode 114: Timing is Everything - Alex Greer

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When you’re prospecting, having just a little bit of information can be the key to getting your foot in the door and growing your pipeline. Timing your call or email just right or having the perfect conversation starter can make all the difference when it comes to making a sale. If you know that the company you’re looking at has just launched a new project that can benefit from the products you sell or is getting ready to evaluate solutions for the type of service you’re selling, you’re better able to strike while the iron is hot.

Today’s guest is Alex Greer, the founder and CEO of Signal HQ. Signal is a type of technology that you can use to help you get the kind of information that you need to make your sales pitch more effective and help you strategize more easily. Listen the episode to hear Alex explain what Signal HQ does and how it can help with sales.

Episode Highlights:

  • What Alex did before becoming the founder and CEO of Signal HQ
  • What Signal HQ does
  • Why Alex started Signal HQ
  • Which types of signals Alex’s company focuses on, and which types of signals might also get focus as time goes on
  • How Signal HQ can help prospectors prioritize and make the most effective decisions about how to use their time
  • Why sales teams are slower than other departments to pick up on some newer technologies that can help them sell more effectively
  • How the data provided by Signal HQ can help sales people start conversations with prospects

Resources:

Alex Greer

Signal HQ

Jul 31 2018

32mins

Play

Rank #7: 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 #8: Episode 106: What to Say and When to Say it - Phil M. Jones

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All sales start with a conversation, whether that happens over the phone, in person, or through email or direct mail. When it’s your job to start the conversation that will lead to a sale, you definitely want to begin with the right words. Today’s guest knows a lot about which words will best help you approach those conversations.

Phil M. Jones is a professional sales coach and speaker. He’s also an author whose books Exactly What to Say and Exactly How to Sell provide the phrases and frameworks that can help demystify the sales process and increase confidence and sales success. Listen to the episode to hear what Phil has to say about the importance of word choice, the steps between a conversation and a sale, and the best kind of framework for a cold call.

Episode Highlights:

  • The worst time to think about what you’re going to say
  • The importance of word choice
  • How Phil came up with the phrases in his book Exactly What to Say
  • How the phrases from Phil’s book can be applied in both spoken and written conversations
  • The steps between a conversation and a sale
  • Sales scenarios where Phil’s phrases and formulas can be applied
  • Why you should avoid asking if now is a good time to talk when calling prospects
  • How to get to the heart of the conversation right from the start
  • Why it helps to have a framework for sales conversations
  • Why you should schedule a next action before you hang up the phone
  • The framework that works best for a cold call
  • Why it’s important to practice these conversational frameworks

Resources:

Phil M. Jones

Phil’s Website

Exactly What to Say

Exactly How to Sell

Phil’s You Tube Channel

Jun 05 2018

26mins

Play

Rank #9: Episode 63: Sales Organization Architecture - Tito Bohrt

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Building sales pods is the latest fad to hit sales departments worldwide, but is it really the best way to set up your team? In this episode we’re chatting with Tito Bohrt, CEO of AltiSales and Chief of Sales Staff at AppBuddy, about his unique concept of architecture of the sales organization. Bohrt walks us through his philosophy on POD and round robin factory models of organization, and when the best time to use each is!

Episode Highlights:

  • Introducing Tito Bohrt
  • Defining the POD and the round robin factory models
  • When to use each type of organization model
  • Client success stories
  • When is the best time to implement a new organizational structure?
  • Account based selling, prospects, and the POD and farming models
  • Being pleasantly persistent

Resources:

The tech stack Tito Bohrt uses when building early stage sales teams::

Why does he use these products?

  • Salesforce: Good to start with this from day 1. There's no better CRM, and switching CRMs later can be costly
  • Linkedin Sales Nav: The most up to date employees and titles to help you find Buyer Personas at your ICP
  • ZoomInfo: The best source for direct lines, lots of accurate emails as well.
  • Hunter.io: Good tech to help you guess emails if you don't find them on ZoomInfo
  • Outreach.io: Allows the tracking of all KPIs for SDRs and has the dialer integrated. This is a must have for SDR teams at every B2B company. Very superior to SalesLoft when it comes to analytics and customizations
  • Jabra Headset: Likely the best sound quality, but also pricey. If on a budget, any USB headset (even those for gaming) will be good enough.
  • GridBuddy: GridBuddy gives you an excel-like interface to make sales reps lives easier and allowing sales leaders to capture all the data they need for accurate forecasts and analyzing KPIs. This is another must have if you are a data-driven company (and you should be).
  • Rightsignature: All the e-sig capabilities you need for an affordable price.

Want more from Tito Bohrt? Connect with him on Linkedin or send him an email: tito@altisales.com

May 16 2017

29mins

Play

Rank #10: Episode 25: Techniques to Strengthen Pipeline and Boost Revenue - Jeb Blount

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On this episode of Predictable Prospecting we’re joined by Jeb Blount, founder and CEO of Sales Gravy and author of Fanatical Prospecting. A leader in Sales Acceleration, Blount’s unique approach to prospecting makes him a sought-after trainer, keynote speaker, and advisor. Join us as we discuss his personal sales philosophies, the lessons he’s learned from advising million-dollar companies, and the techniques you can start using today to strengthen your pipeline and boost your revenue.

Episode Highlights:

  • Introducing Jeb Blount
  • Why balanced prospecting is the best technique
  • Targeting direct and indirect influencers
  • Voicemail as a marketing tool
  • Jeb Blount’s method for improving sales
  • How sales has changed over time
  • Using empathy
  • Why smart companies constantly train their employees

Resources:

Sep 09 2016

43mins

Play

Rank #11: Episode 54: The Power of Asking Questions - Pat Helmers

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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:

Mar 21 2017

28mins

Play

Rank #12: 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 #13: 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 #14: 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 #15: Episode 27: Planning Inbound Marketing Efforts through Thought Stages - Jay Abraham

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Content is what moves a prospect through the sales pipeline. How do you know what content to create and when to deliver it? On this episode I discuss how to use thought stages to plan inbound marketing efforts. I believe that every sales conversation has the potential to provide valuable information. Tracking and using details such as prospect awareness and pain points helps fine tune content and increases conversions.

Episode Highlights:

  • Uncovering personality and pain points of ideal clients
  • How to learn from a “no”
  • The importance of a call to action
  • How to use immediate feedback
  • Identifying where a prospect is on the spectrum of awareness
  • Using thought stages

 Quotes/Tweets:

"You owe it to the right markets to really reach and serve them." - Jay

“Ask meaningful questions, not vanity questions.” - Marylou

"All categories of buyers, all stages of buyers, they're not all worth the same." - Jay

Sep 27 2016

46mins

Play

Rank #16: Episode 123: The Key to Sales is Human Connection - David Fisher

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If you work the top of the funnel, it’s easy to believe that you don’t need to build a deep rapport with your prospects. Once you get your foot in the door, your job is to hand them off to another representative, so building more than a superficial relationship may seem unnecessary. However, today’s guest believes that sales is all about the human connection, no matter where you are in the sales process.

David Fisher is a coach, speaker, and the author of a number of books. In today’s episode, David is discussing his book called Hyper-Connected Selling: Winning More Business by Leveraging Digital Influence and Creating Human Connection. Listen to the conversation to hear about why David believes that human connection matters at all parts of the funnel, how to build rapport in just a minute or two, and why face-to-face communication matters so much.

Episode Highlights:

  • Whether the human connection is necessary at all stages of the pipeline
  • Why the human connection matters even at the top of the funnel
  • How you can build rapport in just one or two minutes
  • How you can build on your own natural traits
  • The importance of face-to-face communication
  • How to get started practicing the concepts in David’s book

Resources:

David Fisher's Predictable Prospecting Landing Page

Hyper-Connected Selling

David on LinkedIn

David on Twitter

Dec 11 2018

25mins

Play

Rank #17: Episode 65: Frontline Sales Strategies - Alea Homison

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Our guest today is Alea Homison, Vice President of Sales Strategy at GLG Group. What makes Alea different from some of our other guests is that she is actively working on the frontlines of sales every single day, training members of her team on the newest practices in sales enablement. She’s here today to discuss her work with GLG, her unique 3-stage hiring process for new SDRs, and her advice for curating the best sales environment possible.

Episode Highlights:

  • Alea Homison’s role and her unique process for training and new employees
  • GLG as a case-study for selling a service
  • Sales enablement and the SDR team
  • Alea’s 3 stage hiring process
  • Creating a positive team culture
  • Why daily role-playing with your team is the best thing you can do
  • Hyper-personalizing your messaging
  • Alea Homison’s top advice for SDR’s beginning to work with sales enablement

Resources:

Connect with Alea Homison on Linkedin or email her at ahomison@glgroup.com

May 30 2017

32mins

Play

Rank #18: 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

Rank #19: 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

Rank #20: 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 149: Productized Consulting - Max Traylor

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Succeeding at the top of the funnel requires some out-of-the-box thinking, and that’s what today’s guest has skill and experience with. Max Traylor offers his clients productized consulting services and is the author of a new book called Agency Survival Guide. In today’s episode, Max discusses the impetus for the book, how he got into productized consulting, and why he uses the agency framing to talk about his clients. 

Episode Highlights: 

  • The impetus for Max’s book
  • How Max first started to get residual passive income
  • Blending consistency and customizability
  • What Max discovered interviewing people on his podcast
  • Separating strategy from implementation
  • Three stages to residual income
  • Why Max uses the agency framing
  • The importance of a healthy balance in clients
  • How Max plans to socialize the book
  • Where listeners can find Max’s book

Resources: 

Max Traylor

Jun 09 2020

30mins

Play

Episode 148: Navigating Through Challenges - Kendra Lee

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As you start to think about what marketing and sales might look like in a post-COVID-19 world, it’s worth considering how you can be more prepared for another similar type of event. We’ve seen that the world can change overnight, and that often means changing your message, strategy, and even the channels that you use to communicate with your contacts.

Kendra Lee is the founder and President of KLA Group out of Denver. Today, she joins the podcast to talk about the habits, workflows, tools, and other things that you can do on a daily basis that would prepare you for some event like this.

Episode Highlights: 

  • What type of work Kendra does with clients
  • Why the work that Kendra does is important
  • Leveraging the different technologies and channels available to you when you need to shift your message
  • How the personas change when the message or channel changes
  • What to do when you lose a channel or it becomes less effective
  • Thinking strategically about the conversations that you need to have
  • Involvement in the nurture sequence side of things
  • Supporting sales reps
  • Kendra’s favorite spots in the bottom of the funnel
  • Kendra’s upcoming goals

Resources:

KLA Group

May 12 2020

34mins

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Episode 147: Maintaining Momentum - Simon Portwain

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Whether you’re new to sales or you’ve been in the game for a while and you’re looking for a way to achieve sales mastery, today’s guest has some ideas for you Simon Portwain is the author of a new book, Sales Icon: Selling in the Shadows.

Simon joins the podcast today to talk about some of the ideas that he covers in his book. Listen in to hear what he has to say about sales momentum, developing a sales journey plan, and transitioners for salespeople. 

Episode Highlights: 

  • Why Simon was motivated to write this book
  • What sales momentum is
  • The framework around sales momentum
  • How sales journey plans develop
  • Where sales journey plans start
  • What influences sales activity
  • How momentum and journey are linked to transitioners
  • Finding your success formula

Resources: 

Simon Portwain

Sales Icon: Selling in the Shadows – Amazon

Sales Icon: Selling in the Shadows – Barnes and Noble

Email Simon: simon@sales-icon.com 

May 05 2020

30mins

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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

Play

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

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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

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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

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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

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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

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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

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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

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!