Predictable Prospecting's Podcast

Curiosity might have killed the cat, but it can save the sales rep! In this episode we're joined by Deb Calvert, President of People First Productivity Solutions and an expert on asking the right questions to target buyers at the top of funnel. Deb explains her innovative DISCOVER method for asking questions, why you shouldn't be afraid of negative feedback, and how to build trust and rapport over email communication.

Episode Highlights:

• How Deb Calvert began a career of questioning
• The D.I.S.C.O.V.E.R model of asking questions
• Asking questions that create value
• Scripts to follow
• Breaking down the acronym
• Leveraging questions with non-voice communications
• The data behind the movement
• Stop selling and start leading

Resources:

• DISCOVER Questions Get You Connected by Deb Calvert
• The Sales Experts Channel - BrightTALK
• People First Productivity Solutions
• Stop Selling and Start Leading

Want to chat with Deb? Email her at: [email protected]

Quotes/Tweets:

"Questions are one of the fastest ways to build bonds and create trust and rapport with people" - Deb

"You have to try some things and not be afraid that questions will get negative reactions. They really don't, not nearly as often as we think they will" - Deb

Did you know that as much as 95% of our decisions are made by the unconscious mind? For a sales professional, this means that nearly all of your selling power needs to be focused on connecting with a prospect on a deeper level than automated emails and trade show booths can provide.

In this episode we're joined by the "Bruce Lee of Revenue Generation" himself, Erik Luhrs. As an author of the bestselling book Be Do Sale, creator of the GURUS Selling System, and a sought-after speaker and consultant, Erik is an established expert at using Neuro-Linguistic Programming to target the unconscious mind of prospects and create messaging that sets one business apart from the pack. Erik explains the philosophy behind NLP and why it works, his process to becoming the Bruce Lee of the business world, and how anyone can begin using his methodology to boost sales!

Episode Highlights:

• The Bruce Lee of Revenue Generation
• Tweaking Neuro-Linguistic Programming for sales and business: Neuro-Revenue
• Creating behavioral change in a buyer
• Selling to the conscious mind versus the unconscious mind
• How to start using Erik's method in your business, no matter what your job title is
• Erik Luhrs' ideal customer
• Stories from the field
• Selling to the "looky loos"

Resources:

• Be Do Sale by Erik Luhrs
• The GURUS Selling System

Quotes/Tweets:

"Sending a buyer 20 automated emails is kind of like trying to beat the person into submission to say 'Yes'. Even if the person buys, they're not buying happy. They just succumbed to the pressure" - Erik

"Humans function 99% subconsciously. When you're trying to talk conscious and logic to people, the subconscious just shoots that stuff right down." - Erik

"Either you take the path of most resistance, which is how everybody does it, or you take the path of least resistance, you get to the same outcome but one gets you there faster with a lot less expenses because you don't have to keep posting, paying and praying, and it makes you a lot happier." - Erik

"Do you truly love what you sell? Do you think it's really valuable? If you don't, then get to square one which is find a job selling something you do really believe in." - Erik

Today's guest is Patty Laushman, founder of Revenue Catapult and an expert at helping B2B companies create a sales process that puts their products in front of the prospects who need it the most. She's here today to dispel the myth that salespeople can't write good messaging, explain how a successful email marketing campaign will have your prospect excited to continue the conversation over the phone, and how she got started in the B2B market. This episode is a must-listen for any sales professional who wants to streamline their email engine and find a process that works!

Episode Highlights:

• Patti's introduction to working with the top of the sales funnel
• Why salespeople shouldn't back down from the challenge of writing compelling messages
• Benefits versus features in sales messaging
• "Warming up the chill" using email marketing

Resources:

• Revenue Catapult
• Connect with Patty Laushman on Linkedin

Quotes/Tweets:

"If you are focused on a niche you can craft a compelling message there. As long as the market actually wants to solve that problem." - Patti"I can't write you a compelling story if you don't have a compelling story" - Patti

"The email engine is a fabulous engine but if you put crap in it, you're going to get crapped out of it." - Marylou

There are plenty of different resources available for sales management and sales performance, but few that offer transparency, accountability, recognition for meeting goals, motivation for your team, and development opportunities quite like Ambition. Today we're joined by Jeremy Boudinet, the Director of Marketing at Ambition and a key player in the AAISP. Jeremy describes how Ambition can be used by your sales team at every point in the pipeline, from connecting with prospect all the way to closing the sale. Sales Managers take note, this is one episode you won't want to miss!

Episode Highlights:

• Introducing Jeremy Boudient and Ambition
• Using Ambition: Marketing and Inbound Development Reps
• Ambition and Account Executives
• Sales management tools and working with the client
• The long-lasting positive results from using Ambition

Resources:

• Don't miss my new webinar with Jeremy, The Sales Development Accelerator
• The Progress Principle by Teresa Amabile and Steven Kramer
• Check out Ambition and the Ambition blog for more about this product
• Contact Jeremy by emailing him at [email protected] or by connecting with him on LinkedIn

Quotes/Tweets:

"Benchmarks keep you from being in the eleventh hour, 59th minute, questioning 'Where am I relative to where I should be?'' - Mary Lou Tyler

"You want your account managers calling your clients and not emailing them" - Jeremy

We've all been there -- you finally get your prospect on the phone, ready to have that conversation you've been chasing, and you just can't manage to get the right message across. Or you're trying to follow up with a promising lead, but the marketing content on your website just isn't enough. How do you bridge the gap between sales and marketing? On today's episode we're joined by Matt Heinz, president of Heinz Marketing Inc, an expert at using conversation to reduce lag in the pipeline. He's here to share his philosophy on creating a stronger content strategy and why sales and marketing departments have to redefine their working relationship.

Episode Highlights:

• Introducing Matt Heinz
• Why are we failing at creating content?
• Building a relationship with prospects
• How to create a better, more effective content strategy and sales process
• Who's responsible for content? Marketing or sales?
• Redefining the goals and responsibilities of marketing
• Identifying the growth
• Process Center marketing
• Putting your sales ego aside

Resources:

• Check out Matt Heinz's company, Heinz Marketing, and follow them on Twitter
• Email Matt directly at [email protected]
• Tune in to Sales Pipeline Radio for the latest tips and tricks on building your sales pipeline

Quotes/Tweets:

"There are an awful lot of marketers and salespeople who have great things to say and simply can't get them across" - Matt

"Good sales is not just about nailing that call and nailing that conversation, it's about doing that over and over and over again" - Matt

What would you say if someone told you your business could reach $100 million in revenue in just seven years? On this episode we're joined by Daniel Barber, the VP of Sales at Datanyze. Daniel is an expert on analyzing the data of a business to determine where revenue goals should be set and how best to reach them, and he's here today to share some of his best tips for 2017 revenue planning with our listeners.

Episode Highlights:

• Exploring the purpose of Datanyze
• 2017 Planning: Why planning around revenue makes the most sense
• The $100 Million Mark
• The future of specialization of the sales development team
• Top indicators of success

Resources:

Get in touch with Daniel Barber by sending him an email at [email protected], following him on Twitter, or connecting with him on LinkedIn

Quotes/Tweets:

"The year of specialization is definitely here"- Daniel

"We discovered a lot of numbers, again, planning is something that it's like that New Year's resolution. Unless you actually plan to do it and actually execute on it, it's just that gym membership that just never really worked." - David

This week we're chatting with the Queen of Cold Calling herself, Wendy Weiss. Many of us struggle with using the telephone in a sales world that feels like it's moved online – it's hard to get a prospect to pick up the phone, and we're so out of practice that we fumble with what to say when we finally reach them. It may sound crazy or outdated, but speaking on the telephone is still the most effective way to reach your prospects and have conversations. As a speaker, sales trainer, and author, Wendy has established herself as an expert in utilizing the telephone to connect with prospects and close deal after deal.

Episode Highlights:

• Why the telephone is the best sales tool you'll ever use
• Overcoming fear of the phone
• Wendy's steps for creating your ideal sales process
• Creating a sales script that works
• Cold calling in 2017
• The triangulation method for reaching your prospects

More From Wendy Weiss:

• Check out Wendy's top-selling books:

• Cold Calling for Women: Opening Doors and Closing Sales

• The Sales Winner's Handbook: Essential Scripts and Strategies to Skyrocket Sales Performance

• Download Wendy's complimentary eBook for sales managers, A Practical Guide to Getting Sales Teams to Prospect
• Sign up for Prospecting Mastery, Wendy's live mentoring program for any sales professional who wants to improve their technique
• Visit Wendy on the web, or simply give her a call at (866) 220-4242

Quotes:

"Being on the telephone is the next best thing to being in front of your prospect"- Wendy

"If you need to sell more, you need to use the phone!"- Wendy

"Having a script while phone prospecting enables you to be the very best self that you can possibly be"- Wendy

This week we're chatting with the CEO of Score More Sales and the president of Women's Sales Pros, Lori Richardson. As an expert in helping people become better leaders, build better sales teams, and ultimately increase company sales, Lori is here to explain the most common environments that breed sales issues and what you as a salesperson deserve from your manager. Lori is also a champion for women in the sales industry, and we discuss her reasons why companies aren't getting the strong female job candidates they want and need.

Episode Highlights:

• Why Lori Richardson is so passionate about working in sales
• Pinpointing the pain of sales issues in a team
• The top triggers that breed problems in the pipeline
• The metrics of a good salesperson
• Coaching a sales rep
• Why women in sales are the next big thing
• Workplace assessments and coaching

More From Lori Richardson:

• Check out Lori's company Score More Sales and follow them @scoremoresales on Twitter
• Visit Women Sales Pros on the web and follow @womensalespros on Twitter
• Want to speak directly with Lori? Send her an email at [email protected]

Quotes:

"It takes many 'whys' to get to the bottom of things"- Lori

"At the top of the funnel, companies are more alike than not"- Marylou

"You have to have somebody in your corner, specifically your sales manager, and they need to coach you and help you develop professionally"- Lori

"To see leaders who are both men and women, who are different ages, young and old, it's really important to be able to see that because it helps people to better envision themselves in those position"- Lori

This week we're chatting with Melinda Emerson, a consultant, author, and speaker otherwise known as "SmallBizLady". Melinda is America's #1 Small Business Expert and was selected by Forbes as the #1 Most Influential Woman for Entrepreneurs. Melinda is full of anecdotes, tips, and tricks from her 17-year career working with small businesses, and she's here to share her expertise on connecting with entrepreneurs and having meaningful conversations.

Episode Highlights:

• The top challenges that Melinda solves for her clients
• 3 reasons why small businesses fail
• "Servicing the market" : Customer service for big corporations and small businesses
• Melinda's strategies for improving retention
• How big corporations can best connect with small business owners
• Marketing and Sales for small businesses

More From Melinda:

• Follow her on Twitter @SmallBizLady
• Read her book, Become Your Own Boss in 12 Months
• Visit her on the web for consulting and speaking bookings, blog posts, and her store
• Connect with Melinda on Linkedin
• Want to speak with Melinda direct? Email her at [email protected]

Favorite Quotes:

"Anyone will buy something once, but the goal is to get them to buy over and over again"

"The best way to build a trusting relationship is through communication, especially online"

"There's 23 million small businesses. There's only 1800 large ones"

"I believe your business should be working for you"

Many readers have reached out to me wanting to know my favorite parts of my new book, Predictable Prospecting, and my advice for tackling the process I've outlined. This week I'm breaking down Predictable Prospecting chapter-by-chapter and picking out the most important concepts you need to know, areas that have been updated since Predictable Revenue came out, and how to get the most from the book in terms of worksheets and add-ons.

Episode Highlights:

• The three key concepts and takeaways from Predictable Revenue that have stood the test of time
• Predictable Prospecting Chapter One: Understanding the SWOT
• Chapter Two: Ideal Account Profile
• Chapter Three: Ideal Prospect Personas
• My new Compel With Content framework for hooking your prospect
• The Levels of Awareness framework
• Chapter Seven: Measuring and Optimizing the Pipeline
• Chapter Eight: Tools of the Trade
• Chapter Nine: Managing a Sales Team

Resources From This Episode:

• Predictable Revenue

• Predictable Prospecting

• Visit maryloutyler.com/swag for links to my webinars, worksheets, and documents discussed in this episode
• Can't find what you need? Shoot me an email at [email protected] with any questions you may have.

Favorite Quotes:

"The Predictable Prospecting process is not something that you learn and then leave. You're continually improving."

"The biggest thing I can tell you is that you are all fabulous writers. You have the ability to write the perfect email, an email that's going to cause people to lean into their computer and be completely excited that you have written to them."