On this episode, I’m interviewed by Stephan Spencer of Marketing Speak podcast. We discuss the intersection of sales and marketing, the steps to building a successful pipeline, and my favorite marketing initiatives and social proofs. I also give Stephan Spencer tips on how to improve his conversations with prospects, my best book recommendations, and a few of my top coaching practices.

 

Episode Highlights:

• What’s new in Predictable Prospecting?
• Creating meaningful conversations: Email and voicemail
• Assembling buckets and creating a value grid
• Top account-based marketing initiatives
• Defining the funnel and key metrics
• Fit sequence and nurture sequence
• The Five-Step System
• CRM recommendations
• Top coaching tips
• Book recommendations
• Sales enablement
• Favorite forms of social proof

 

Resources:

• Predictable Prospecting by Marylou Tyler
• CRM Recommendations:
• • Microsoft Dynamics
  • NetSuite
• Book and Author Recommendations:
• • Drayton Bird
  • Joseph Sugarman
  • Denny Hatch
  • David Ogilvy
  • How to Write a Good Advertisement by Victor Schwab
  • Scientific Advertising by Claude Hopkins
  • Tested Advertising Methods by John Caples
  • Breakthrough Advertising by Eugene Schwartz
  • Six Principles of Influence by Robert Cialdini
• Visit Marylou Tyler on her website, download a free chapter of her new book at Predictable Prospecting, or connect with her on Linkedin. You can also Tweet her @maryloutyler