Sales Prospecting School

Today's show is sponsored by John's Stevenot's book Hacking Normal.

- Would you like more freedom to say when, where, and how you do your work?

- Would you like more control of your daily schedule?

- Would you like more freedom to take care of family and personal concerns?

- Would you like more joy in your life today versus some time far off in the future?

Learn how you can take back control of your work life and live more fully in the present! Get your copy of Hacking Normal from Amazon.com today!

This week's show is a re-post of one of the more popular shows I did with John on how to turbo charge your prospecting results.

Your sales activity needs to:

1. Connect you with new people / others.

2. Drive other activity.

3. Lead to an offer.

While the definition is simple, the application of this sales prospecting technique is almost never done correctly. Listen and see if you are doing things the right way...or the wrong way.

Enjoy!

Pick up a copy of my B2B sales prospecting book Prospect Factory at Amazon.com: https://amzn.to/3cZYslM

Check out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https://amzn.to/35JTMg4

Visit the START HERE page of my website for links to books, articles, podcasts and tons of other great stuff. https://tedstevenot.com/

Questions or comments? I can be reached at: [email protected]

Connect with me on LinkedIn: https://www.linkedin.com/in/ted-stevenot/

Thanks for listening and enjoy!

Ted Stevenot

PS. Don't miss my other show! The Health & Money Podcast - about health, money, investing, lifestyle, and how to achieve retirement success, Show link: https://bit.ly/3d4c8wh

This week we talk about how to improve your prospecting results by making a better promise to customers.

Getting to know the wants of your customers and differentiating your offer to stand out from the crowd is an art form. It requires thought and practice. Today we discuss how you can do it in your business!

A book featured on today's show is, Extreme Revenue Growth, by Victor Cheng. Find it at Amazon.com

Pick up a copy of my B2B sales prospecting book Prospect Factory at Amazon.com: https://amzn.to/3cZYslM

Check out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https://amzn.to/35JTMg4

Visit the START HERE page of my website for links to books, articles, podcasts and tons of other great stuff. https://tedstevenot.com/

Questions or comments? I can be reached at: [email protected]

Connect with me on LinkedIn: https://www.linkedin.com/in/ted-stevenot/

Thanks for listening and enjoy!

Ted Stevenot

PS. Don't miss my other show! The Health & Money Podcast - about health, money, investing, lifestyle, and how to achieve retirement success, Show link: https://bit.ly/3d4c8wh

This week I have been working on revising my original book, Prospect Factory, for modern times.

In today's show we discuss the first chapter which lays out the basics of building a prospecting machine - or as the book calls it - a Prospect Factory.

Learn how you can systematically and consistently create an abundant supply of new prospects for what you sell.

Enjoy!

Pick up a copy of my B2B sales prospecting book Prospect Factory at Amazon.com: https://amzn.to/3cZYslM

Check out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https://amzn.to/35JTMg4

Visit the START HERE page of my website for links to books, articles, podcasts and tons of other great stuff. https://tedstevenot.com/

Questions or comments? I can be reached at: [email protected]

Connect with me on LinkedIn: https://www.linkedin.com/in/ted-stevenot/

Thanks for listening and enjoy!

Ted Stevenot

PS. Don't miss my other show! The Health & Money Podcast - about health, money, investing, lifestyle, and how to achieve retirement success, Show link: https://bit.ly/3d4c8wh

In this episode I "show work" from the recent week.

I am currently working on a manual for the podcast which assembles many of the important topics we have discussed over the years.

I begin the process of creating the manual by writing a sales letter.

In the show, I tell you all about how I did it. I share the template I use and make the case why every sales person - aka you! - should take some time to write a sales letter too.

The biggest reason is because doing so makes you think deeply about how your products and services help customers get what they want.

Did you know what you want is more persuasive than what you need?

Find out why and more in this week's show.

Pick up a copy of my B2B sales prospecting book Prospect Factory at Amazon.com: https://amzn.to/3cZYslM

Check out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https://amzn.to/35JTMg4

Visit the START HERE page of my website for links to books, articles, podcasts and tons of other great stuff. https://tedstevenot.com/

Questions or comments? I can be reached at: [email protected]

Connect with me on LinkedIn: https://www.linkedin.com/in/ted-stevenot/

Thanks for listening and enjoy!

Ted Stevenot

PS. Don't miss my other show! The Health & Money Podcast - about health, money, investing, lifestyle, and how to achieve retirement success, Show link: https://bit.ly/3d4c8wh

I have successfully worked from home for over 30 years. Today, I share my thoughts on how you can do it successfully too.

Also, I share thoughts from John Stevenot's recently released book on working remotely, Hacking Normal (see Amazon.com,)

Key tips center on - setting up a work space, getting technology in order, organizing your routine, considering various degrees of remote work, time-blocking to increase efficiency, planning for the future, and some unexpected benefits you may discover.

I also talk about how to optimize your day and specific things you can do to balance your time against new demands - such as kids being home from school!

Pick up a copy of my B2B sales prospecting book Prospect Factory at Amazon.com: https://amzn.to/3cZYslM

Check out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https://amzn.to/35JTMg4

Visit the START HERE page of my website for links to books, articles, podcasts and tons of other great stuff. https://tedstevenot.com/

Questions or comments? I can be reached at: [email protected]

Connect with me on LinkedIn: https://www.linkedin.com/in/ted-stevenot/

Thanks for listening and enjoy!

Ted Stevenot

PS. Don't miss my other show! The Health & Money Podcast - about health, money, investing, lifestyle, and how to achieve retirement success, Show link: https://bit.ly/3d4c8wh

It has been a year and a half since John and I posted our last show together (Episode #046). The morning we were supposed to record Episode #047, I had a chalkboard marked up to talk about email automation - one of John's favorite topics,

When John didn't show up at our scheduled 7a.m. recording time, I texted him, "Podcast today?" but there was no reply.

Later that morning, we were heartbroken to discover that he had passed away quietly in his sleep sometime during the night.

I recorded this show today - the first in 18 months - to announce the posthumous release on John's book, Hacking Normal, on Amazon.com. The book is about another of John's favorite topics - how to work remotely and gain more control of your time, location, and income.

I also announce today that I am resuming the show and will soon begin uploading new episodes.

Please join me in this episode to honor and remember the remarkable and irreplaceable John Stevenot!

Thanks, Ted

PS. Check out John Stevenot's posthumously published book Hacking Normal for John's wise words on the virtues of working remotely and living well in the present because the future is not guaranteed. Amazon link: https://amzn.to/35JTMg4

Pick up a copy of Ted Stevenot's B2B sales prospecting book Prospect Factory at Amazon.com: https://amzn.to/3cZYslM

Visit the START HERE page of Ted's website for links to books, articles, podcasts and tons of other great stuff from both John and Ted. https://tedstevenot.com/

Questions or comments? Ted can be reached at: [email protected]

Connect with Ted on LinkedIn: https://www.linkedin.com/in/ted-stevenot/

Thanks for listening and enjoy!

PPS. Don't miss the other podcast started by John and Ted Stevenot - The Health & Money Podcast. This show deals with health, money, investing, lifestyle, and rules for achieving retirement success! Show link: https://bit.ly/3d4c8wh

In this episode of the Sales Prospecting School podcast, we cover the first thing (or set of things) you should say on a cold call.

One of the biggest debates in the sales world is: how much information should you reveal to the prospect?

Should you give your whole elevator speech without stopping or should you break things up in chunks?

Ted gives his reasoning for why he believes that chunking is the best way to go about influencing someone during a cold call.

Thanks for listening to this LEGACY episode of Sales Prospecting School.

Be sure to listen to the In Memory of John Stevenot episode of the show at this link: https://bit.ly/2Sk6TBB

Also, check out John Stevenot's posthumously published book Hacking Normal for John's wise words on the virtues of working remotely and living well in the present because the future is not guaranteed. Amazon link: https://amzn.to/35JTMg4

Pick up a copy of Ted Stevenot's B2B sales prospecting book Prospect Factory at Amazon.com: https://amzn.to/3cZYslM

Visit the START HERE page of Ted's website for links to books, articles, podcasts and tons of other great stuff from both John and Ted. https://tedstevenot.com/

Questions or comments? Ted can be reached at: [email protected]

Connect with Ted on LinkedIn: https://www.linkedin.com/in/ted-stevenot/

Thanks for listening and enjoy!

PS. Don't miss the other podcast started by John and Ted Stevenot - The Health & Money Podcast. This show deals with health, money, investing, lifestyle, and rules for achieving retirement success! Show link: https://bit.ly/3d4c8wh

Today we discuss formulas for success - or failure - with prospecting and overall life. The secret is in the things we do every day, over time.

Included is an excerpt from the great business philosopher Jim Rohn's presentation, "How to Have Your Best Year Ever."

Jim says, "The formula for success is - a few simple disciplines practiced every day."

There are a half dozen things that end up making make 80% of the difference. Learn how to establish routines in these critical areas that will build your knowledge, skills, and confidence.

Done correctly over time, the routines you build become self-sustaining and pave the pathway to the success you want with prospecting, business, health, relationships, and with life.

Enjoy!

Thanks for listening to this LEGACY episode of Sales Prospecting School.

Be sure to listen to the In Memory of John Stevenot episode of the show at this link: https://bit.ly/2Sk6TBB

Also, check out John Stevenot's posthumously published book Hacking Normal for John's wise words on the virtues of working remotely and living well in the present because the future is not guaranteed. Amazon link: https://amzn.to/35JTMg4

Pick up a copy of Ted Stevenot's B2B sales prospecting book Prospect Factory at Amazon.com: https://amzn.to/3cZYslM

Visit the START HERE page of Ted's website for links to books, articles, podcasts and tons of other great stuff from both John and Ted. https://tedstevenot.com/

Questions or comments? Ted can be reached at: [email protected]

Connect with Ted on LinkedIn: https://www.linkedin.com/in/ted-stevenot/

Thanks for listening and enjoy!

PS. Don't miss the other podcast started by John and Ted Stevenot - The Health & Money Podcast. This show deals with health, money, investing, lifestyle, and rules for achieving retirement success! Show link: https://bit.ly/3d4c8wh

In this episode of the Sales Prospecting School, we combine two very different industries in order to bring you a gamified model of prospecting.

Recently, DOOM's creators gave a speech at the Game Developer's Conference and we have adapted some of their design to align with our prospecting approach.

To watch the full video, go here: https://youtu.be/2KQNpQD8Ayo

Push Forward Combat (or Push Forward Calling / Prospecting) has four core pillars:

1. Speed of engagement.

2. Individuality of prospect response.

3. Distinctiveness of follow-up tools.

4. Power of the prospector.

Let us know what you think about this crossover!

Thanks for listening to this LEGACY episode of Sales Prospecting School.

Be sure to listen to the In Memory of John Stevenot episode of the show at this link: https://bit.ly/2Sk6TBB

Also, check out John Stevenot's posthumously published book Hacking Normal for John's wise words on the virtues of working remotely and living well in the present because the future is not guaranteed. Amazon link: https://amzn.to/35JTMg4

Pick up a copy of Ted Stevenot's B2B sales prospecting book Prospect Factory at Amazon.com: https://amzn.to/3cZYslM

Visit the START HERE page of Ted's website for links to books, articles, podcasts and tons of other great stuff from both John and Ted. https://tedstevenot.com/

Questions or comments? Ted can be reached at: [email protected]

Connect with Ted on LinkedIn: https://www.linkedin.com/in/ted-stevenot/

Thanks for listening and enjoy!

PS. Don't miss the other podcast started by John and Ted Stevenot - The Health & Money Podcast. This show deals with health, money, investing, lifestyle, and rules for achieving retirement success! Show link: https://bit.ly/3d4c8wh

In this show we discuss how to effectively build and qualify a sales prospecting call list.

Thanks for listening to this LEGACY episode of Sales Prospecting School.

Be sure to listen to the In Memory of John Stevenot episode of the show at this link: https://bit.ly/2Sk6TBB

Also, check out John Stevenot's posthumously published book Hacking Normal for John's wise words on the virtues of working remotely and living well in the present because the future is not guaranteed. Amazon link: https://amzn.to/35JTMg4

Pick up a copy of Ted Stevenot's B2B sales prospecting book Prospect Factory at Amazon.com: https://amzn.to/3cZYslM

Visit the START HERE page of Ted's website for links to books, articles, podcasts and tons of other great stuff from both John and Ted. https://tedstevenot.com/

Questions or comments? Ted can be reached at: [email protected]

Connect with Ted on LinkedIn: https://www.linkedin.com/in/ted-stevenot/

Thanks for listening and enjoy!

PS. Don't miss the other podcast started by John and Ted Stevenot - The Health & Money Podcast. This show deals with health, money, investing, lifestyle, and rules for achieving retirement success! Show link: https://bit.ly/3d4c8wh