Predictable Prospecting's Podcast

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: [email protected]

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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

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

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: [email protected]

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: [email protected]

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

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

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

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

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