Predictable Prospecting's Podcast

On this episode of Predictable Prospecting, we are joined by Mark Hunter, otherwise known as The Sales Hunter, a sales consultant and author of the must-read book, High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results. We discuss some of the top techniques outlined in his book, Mark's opinion on the best time to call your prospect, and why prospecting is the most entertaining part of the sales process. With his infectious energy and wealth of knowledge, it's easy to see why Mark Hunter is one of the most sought after sales consultants working today.

Episode Highlights:

• Mark's motivation behind writing High-Profit Prospecting
• Different prospecting processes for different personas
• Chasing an outcome
• The worst strategy for prospecting
• Top three strategies from High- Profit Prospecting
• Cycling your sales calls

Resources:

• Predictable Prospecting by Marylou Tyler

• High Profit Prospecting by Mark Hunter
• Visit Mark Hunter at The Sales Hunter to book him for speaking engagements and read his blog. You can also follow him on Twitter

Tweets/Quotes:

"If you don't prospect right, you can't close right"- Mark

"Prospecting is absolutely the most fun part of the selling process for one very simple reason. If you believe that you can help people achieve a level of outcome that they didn't think was possible, how can you not get excited about that?"- Mark

"The underlying solution for success in prospecting comes down to discipline and focus. If you're disciplined and you have focus, it's amazing how successful you'll be"- Mark"Bad sales people have skinny kids"- Mark

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

Our world today feels smaller than ever, largely due to advancements in communication and technology, making plenty of business owners wonder: Should I expand my services abroad? My guest today is Hans Peter Bech, author of the bestselling book Building Successful Partner Channels and managing partner of TBK Consult, a company that helps IT groups break into foreign markets. We discuss the intense planning and logistics behind expanding a business, how culture impacts sales, and Hans Peter Bech's suggestions for anyone considering making the jump into a foreign market.

Episode Highlights:

• Who is Hans Peter Bech?
• Why you should take your company global
• Partner channels and foreign markets
• Challenges to expansion for IT companies
• How doing business differs from country to country
• Why planning is essential to expanding your business
• Hans Peter Bech's top tips for going global

Resources:

• Predictable Prospecting by Marylou Tyler

• Business Model Generation: A Handbook for Visionaries, Game Changers, and Challengers by Alexander Osterwalder
• Connect with Hans Peter Bech on Linkedin, on the TBK Consult website, or by following him on Twitter

Tweets/Quotes:

"The value of an information technology company that can prove global potential and traction is dramatically higher than an IT company that only operates in a single country" - Hans Peter Bech

"Preparing a business plan is much faster and far less expensive than executing the plan"- HPB

"Understanding local culture is fundamental for designing effective business processes"- Hans Peter Bech

My new book Predictable Prospecting is set to inspire sales teams all over the world to reformat and build their B2B sales pipelines. Curious to know more about the writing process behind the book? This episode features a conversation with Jeremey Donovan, my co-author on Predictable Prospecting, as we discuss our reasoning behind writing the book and what we think sales representatives can get out of our methodology.

Jeremey Donovan is the Head of Sales Strategy at Gerson Lehrman Group. When he isn't at his day job, you can find Jeremey serving as an adjunct professor at the NYU School of Professional Studies or writing and speaking about Public Speaking - his book How To Deliver a TED Talk topped the bestseller list both domestically and internationally.

Episode Highlights:

• Background : The "Why" behind Predictable Prospecting
• The effect of automation on sales
• Roleplay as a training tool
• Timeblocking in the workday
• The "Keep or Kill" technique

Resources:

Pre-order my new book Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline , out on August 19th 2016!

Check out Spin Selling by Neil Rackham, the book Marylou and Jeremey agree was fundamental to beginning their sales careers!

Connect with Jeremey Donovan on LinkedIn or through his website, Speaking Sherpa.

Quotes/Tweets:

"Roleplay every day"- Marylou

"If I had to point to a single factor as the key make or break in success - it's timeblocking"- Jeremey Donovan

"There is no perfect subject line, there is no perfect email…. The thing that matters the most is personalization" - Jeremey Donovan

"Send quality down the pipeline so that the clients that you close bring in the highest revenue potential" - Marylou

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

On this episode of Predictable Prospecting, Marylou Tyler herself is interviewed by Andy Paul, host of the sales podcast Accelerate.

If you've ever wondered about the process of writing Predictable Revenue and Predictable Prospecting, Marylou's thoughts on the true role of Sales Development Reps, and her top tips for identifying your ideal customer, then this is an episode you don't want to miss!

Episode Highlights:

• Introducing MaryLou Tyler
• Writing Predictable Revenue with Aaron Ross
• Is Predictable Revenue still relevant?
• Intraday calling and fearing the phone
• The inspiration behind Predictable Prospecting
• Sales Development Reps: usage, burnout, and hand-off points
• Targeting companies with the fastest velocity and highest lifetime value
• Ideal prospect personas within the pipeline
• The five levels of awareness
• Varying methods of outreach
• How Marylou would fix stalled sales fast
• Marylou Tyler's top attributes
• Must-read books and favorite music

Resources:

• Predictable Prospecting by Marylou Tyler
• • Send Marylou proof of purchase to get access to her presentation of a completed prospect persona
• Lead Generation for the Complex Sale by Bryan Carroll
• Mark Hunter
• SPIN Selling by Neil Rackham
• Getting to 'Closed' by Stephen Schiffman
• 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

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:

• Predictable Prospecting by Marylou Tyler
• Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling by Jeb Blount
• Sales Gravy University
• Connect with Jeb Blount on his blog, Twitter, Youtube, personal Facebook, professional Facebook, and Instagram. You can also send him a connection on Linkedin
• Sales Gravy Podcast
• Email Jeb at [email protected] or call him direct 1-888-360-2249

So you've read the books and you've taken the classes, but something about predictable revenue and prospecting isn't working for you the way you'd like it to. Maybe you've seen some success but it hasn't been quick enough or at the level you want. Maybe you're a startup struggling to get the system in motion. Today's guest has the perfect solution for you! Alicia Anderson provides the key to the process as a prospecting outsourcer. Not to be confused with a lead generation service, Predictable Revenue outsourcing builds custom client target lists, develops the conversation, finds the ideal clients, and is with you every step of the way when building your ideal pipeline.

Alicia Anderson began her career as a fashion merchandiser. After reading Predictable Revenue and training with Aaron and I, Alicia entered the sales world as a B2B sales coach and strategist. As part of her role with Predictable Revenue, Alicia specializes in creating engaging content that encourages the customer to lean into the product.

Episode Highlights:

• Introducing Alicia Anderson: from fashion to prospecting
• Fast-tracking prospecting
• Handoffs and 3-15 process
• Building a sales stack from an outsourcing perspective
• Coaching
• Levels of email personalization
• The future of Predictable Revenue

Resources:

Predictable Revenue Connect with Alicia Anderson on LinkedIn or send her an email directly - [email protected]

Many of today's startups have either time or money, rarely both. That leaves the minimal staff to handle important tasks that are usually completed by a dedicated (educated) team. How does the CEO of a lean startup write compelling sales copy on his own? Joanna Wiebe created Copyhackers to ensure that startups have a place to learn how to communicate with their audience.

Joanna Wiebe is the founder of Copy Hackers; an online resource dedicated to teaching startups how to write compelling web copy. Joanna left a position as a corporate copywriter to pursue her love of helping startups. In addition to informational products for startups the site offers certification courses for copywriters. Joanna loves the hunger of startups and is committed to growing her resource into a multi-million dollar business.

Episode Highlights:

• What were Joanna's first thoughts about the title of "copywriter"?
• How did Joanna's education in Humanities influence her teaching?
• When should a startup begin considering copy?
• The emotional "journey" of a/b testing
• How does Joanna keep her skills sharp?
• What does Copyhackers future look like?

Resources:

CopyHackers

CopyHackers for Hire

Airstory

Contact Joanna with questions and feedback at: [email protected].

Follow Joanna on Twitter

Thanks for listening! (**include Marylou's contact info, iTunes review link, website, etc.)

For the 21st century professional, an insatiable desire to learn is crucial for staying afloat in an ever-changing market. The face of sales and marketing has seen big changes due to technology, but the constant introduction of new apps and tools can make some sales teams feel overwhelmed by the sheer mass of new information. So how do you build your skillset and education without getting lost? Companies like Sales Hacker Inc. make it easy for sales reps and developers to learn about and take advantage of these tools and techniques by hosting conferences, facilitating workshops, and compiling information for companies big and small.

Jake Spear is a leading sales executive with Sales Hacker Inc. After beginning his career as a management trainee for a semi-trailer leasing company, Jake Spear used his skills in cold calling and prospecting to move into tech sales and bring his experiences to Sales Hacker's conferences and consulting.

Episode Highlights:

• Jake Spear's sales journey

• Importance of continuing your education

• Putting the right person in the right sales role

• Know your audience: non-tech vs tech sales

• Sales Hacker June 2016 and November 2016 conferences

Resources:

Sales Hacker

Read Sales Hacker Blog Posts & Educational Resources

Request to join the Sales Hacker Linkedin Group

Contact Jake Spear: [email protected]

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