Predictable Prospecting's Podcast

You may recognize today's guest from previous episodes of this podcast. Max Altschuler is the CEO and Founder of SalesHacker Inc. and the VP of Marketing at Outreach.io. Max is also one of the co-authors of a new book, Sales Engagement: How The World's Fastest Growing Companies are Modernizing Sales Through Humanization at Scale 1st Edition

In today's conversation, Max talks about his new book, what inspired him to get involved with it, and what teachings in the book are most useful for sales professionals. Listen in to hear Max's ideas on how sales and marketing to work together, how to use sales engagement strategies in closing, and what Max sees changing in the near future.

Episode Highlights:

• What made Max decide to get involved with this new book
• What teachings in the book are most impactful for sales professionals trying to start and close conversations with people they don't know
• Max's definition of sales engagement
• Which channels sales can use to better coordinate with marketing
• How do sales methods of advancing prospects in the pipeline align with marketing
• How sales engagement principles can be applicable to closing
• Changes in how CRMs are being used
• What Max sees changing in 2020

Resources:

Max Altschuler

SalesHacker Inc.

Outreach

Sales Engagement: How The World's Fastest Growing Companies are Modernizing Sales Through Humanization at Scale

Today's guest comes from the marketing side of the business. And while that may be an unusual choice for this podcast, what Chris Dayley has to say about digital marketing can be useful for prospectors as well.

Chris is a digital marketing entrepreneur, speaker, and neuromarketer. He is also the VP of testing and site optimization at Disruptive Advertising in Utah. He's skilled at helping people understand the impact of website landing pages, testing, analytics, and psychology. Listen to the episode to hear what Chris has to say about how his work related to outbound sales and different ways to use data, metrics, and testing.

Episode Highlights:

• How Chris's work fits into an outbound, targeted approach
• What Chris is doing with analytics
• Using data to refine the pitch
• Metrics that can help prepare for contacting prospects
• How Chris uses testing
• Technology used for testing in sales
• How best practices can vary from company to company, even within the same industry

Resources:

Chris Dayley

Chris on Twitter

Disruptive Advertising Blog

Even with all of the social media and automated sales tools available, a one-on-one conversation over the telephone can still be a powerful selling tool, especially among consumers that value authenticity. The resurgence of the telephone call is one of the things that today's guest talks about in this episode.

Mark Hunter is an author, speaker, coach, and consultant, as well as the Co-Founder of the Outbound Conference. Listen to the episode to hear what Mark has to say about what's new in prospecting, the difference between informed calling and col calling, and how to get into the prospecting mindset.

Episode Highlights:

• What's new in prospecting
• Why the telephone is making a resurgence and what Millennials have to do with it
• Informed calling vs. cold calling
• The place of automated follow-up systems in prospecting
• Positive feedback that Mark has gotten about his book
• Using social media for prep work
• How to get into the prospecting mindset
• The Outbound Conference

Resources:

Mark Hunter

The Sales Hunter

High-Profit Prospecting

Outbound Conference

In any field, one thing that you can be sure of is that things will eventually change. This is as true in sales as it is in any other industry, and it's important to be able to keep up with the changes as the come. That leads to the question: can the ability to change be taught? Today's guest thinks that the answer is yes.

Brian Keller is the Director of Sales Training at McKesson. He joins the podcast today to talk about his sales training workshops and the importance of learning about change in the sales field. Listen to the episode to hear what Brian has to say about why change matters for sales executives, how to connect data with the real life experience of salespeople on the ground, and how Brian's students apply what he teaches.

Episode Highlights:

• Why change is important for sales executives
• Whether change can be taught
• How to connect the data to real life experiences in the sales field
• Whether tenure has an impact on whether or not to engage in change
• Tools Brian uses to get students to apply what he teaches
• What goes into planning a training workshop
• How the salespeople that Brian trains share their success stories
• The motivation for formalized training at McKesson

Resources:

Brian Keller

Your prospects encounter many salespeople in all areas of their lives. It's easy for salespeople and their products and services to begin to blend together. In order to make your sale, you'll need to convince them that there are reasons why they should choose what you're selling over what other people are selling. How can you do that? By making sure that you can stand out from the others. You have to differentiate yourself and your product.

Today's guest has written a book that can help you understand sales differentiation and how to use differentiation to make your sales. Lee Salz is a sales management strategist and the CEO of Sales Architects. He's also a keynote speaker, author, and consultant. Lee joins the podcast today to talk about his most recent bestselling book, Sales Differentiation. Listen in to hear what Lee has to say about why describing your product as "the best" is ineffective, how to help buyers make informed buying decisions, and how to identify the things that differentiate your product from others.

Episode Highlights:

• What happens when you describe your service, product, or company as "the best"
• Why saying that your product is the best doesn't help to differentiate you from other salespeople
• Whether buyers are really as educated as you may think
• Helping buyers make informed decisions
• Two parts to sales differentiation
• Five steps to profiling your sales differentiation
• Exercises that can help you identify your sales differentiation
• Your biggest competitor
• Customer service and account management
• Pre-call research
• Why the way you sell is also a differentiator

Resources:

Lee Salz

Sales Architects

Sales Differentation

Visit this page to register for the Sales Differentiation Minute video series

Do you know what the four levels of value are, or how you can win clients over from your competitors by creating more value for your clients? Today's guest didn't just write the book on that subject, he actually wrote three books on the subject.

Anthony Iannarino is the author of The Only Sales Guide You'll Ever Need, The Lost Art of Closing, and his latest book, Eat Their Lunch. These books are a trilogy of useful information for salespeople. Listen to the episode to hear how Anthony suggests using these books, why he believes it's important to separate service and product, and how to apply his four levels of value to different stakeholders.

Episode Highlights:

• Anthony's books
• Separating service and product
• Winning clients by creating greater value than competitors
• The four levels of value
• How the four levels of value apply to the different stakeholders
• Winning with the intangibles

Resources:

Anthony Iannarino

The Only Sales Guide You'll Ever Need

The Lost Art of Closing

Eat Their Lunch

The way that we utilize data can make all of the difference when it comes to sales. It's more important to make quality connections and have meaningful conversations with prospects than to contact a large quantity of prospects on a superficial level. Utilizing data in the right way can help you make those quality connections.

Today's guest is Matt Amundson, the VP of marketing for EverString. Listen to today's episode to learn more about what EverString does and what Matt has to say about how data can be used to help prospectors learn more about their prospects and make conversations more meaningful.

Episode Highlights:

• What EverString does
• How EverString's processes work
• How companies that engage with EverString have their data together
• How EverString handles different parts of the pipeline
• Whether EverString improves forecasting
• Why a meeting may not turn into an opportunity
• Using technology as an aid rather than a replacement

Resources:

Matt Amundson

EverString

Email Matt at: [email protected]

Content creators know that video is a powerful tool for delivering a message, and that means that it can also be a powerful tool in the world of sales. Learning how to use video effectively can be a helpful skill in all parts of the funnel.

Today's guest is Daniel Crouch, Enterprise Account Executive at Videolicious. In today's episode, Daniel will talk about using video, not just at the top of the funnel, but also after you get your foot in the door. Listen to the episode to hear what Daniel has to say about how and why he started using video, how to use videos for pre- and post-meeting contacts, and how to get started learning to use video effectively in your own sales process.

Episode Highlights:

• Daniel's background in sales
• How Daniel got started using video in prospecting
• How Daniel uses pre-meeting videos
• How Daniel's videos are structured
• Avoiding excess words and keeping videos short
• Using a script or teleprompter to stay on point
• How to write copy to use as a video script
• Post-meeting videos
• The main purpose of using video for closing
• Getting started learning how to use video

Resources:

Daniel Crouch

Videolicious

If you work the top of the funnel, it's easy to believe that you don't need to build a deep rapport with your prospects. Once you get your foot in the door, your job is to hand them off to another representative, so building more than a superficial relationship may seem unnecessary. However, today's guest believes that sales is all about the human connection, no matter where you are in the sales process.

David Fisher is a coach, speaker, and the author of a number of books. In today's episode, David is discussing his book called Hyper-Connected Selling: Winning More Business by Leveraging Digital Influence and Creating Human Connection. Listen to the conversation to hear about why David believes that human connection matters at all parts of the funnel, how to build rapport in just a minute or two, and why face-to-face communication matters so much.

Episode Highlights:

• Whether the human connection is necessary at all stages of the pipeline
• Why the human connection matters even at the top of the funnel
• How you can build rapport in just one or two minutes
• How you can build on your own natural traits
• The importance of face-to-face communication
• How to get started practicing the concepts in David's book

Resources:

David Fisher's Predictable Prospecting Landing Page

Hyper-Connected Selling

David on LinkedIn

David on Twitter

The goal of the prospector is to generate good leads and close sales, and sometimes it's worth seeking out options from someone who operates differently than the way that you do in order to improve your techniques.

Today's guest is Peter Lang, CEO and founder of the Uhuru Network Uhuru is a company that drives client success by increasing monthly leads, generating site visitors and more. Listen to the episode to hear more about how Peter's company works, what the onboarding process looks like for Uhuru's clients, and how the GDPR affects Peter's business.

Episode Highlights:

• Why Peter was interested in offering agency instead of in-house
• The typical onboarding process for Peter's clients
• How the selection of accounts works
• How to add value while disqualifying at the same time
• Why providing value by giving away something that other companies charge for is a way to stay competitive
• How the GDPR affects Peter's model in other countries
• The steps it takes to close the data range

Resources:

Peter Lang

Uhuru Network

Peter's Email: [email protected]