Predictable Prospecting's Podcast

Over the years, it's become more and more obvious that the subscription model is a viable business model for any number of products and services. How can you develop a membership mindset? What can successful subscription models teach you about sales? Today's guest is the expert on the subject. Listen in to hear from Robbie Kellman Baxter, author of The Membership Economy and the new book The Forever Transaction. In today's episode, Robbie discusses her background and qualification, what she knows about cultivating good customers, and what listeners can do to get started on a membership mindset.

Episode Highlights:

• How Robbie came to be an expert in her subject
• Parallels to the SAAS world in Robbie's process
• B to C companies vs B to B companies
• How Robbie decided to write her book
• Where to get started with a membership mindset
• Indicators of good customers
• Putting customers on a path to success
• Whether surveys important at looking at where clients are
• Top three things listeners can do to get started
• The difference between customer support and customer success

Resources:

Robbie Kellman Baxter

The Forever Transaction

Sales is more than numbers, quotas, and commissions, but it can be easy to lose sight of the value that you can bring to others through sales. Today's guest is here to talk about going beyond the numbers and embracing service through sales.

Clancy Clark is the author of a book called Selling by Serving: Find Fulfillment in Your Career and Sell More Than You Ever Thought Possible. He's also the author behind a method that he uses for selling and speaking and coaching that teaches about how to have a more fulfilling sales career. Listen in to hear what Clancy has to say about the steps of his method, the role of empathy in sales, and how listeners can learn how to apply Clancy's methods.

Episode Highlights:

• How intuition and being human are the precursors for Clancy's book
• How Clancy was able to create a series of steps for selling by serving
• Whether the steps should be followed in a particular order
• How empathy on the part of salespeople will factor into sales post-Covid-19
• Looking at sales as a way of helping people
• Sincerity in sales
• The ways that listeners can learn about how to apply Clancy's steps in their practice
• Method vs. Mastery

Resources:

Clancy Clark

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

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

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: [email protected]

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

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

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

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

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