In this episode of the Sales Prospecting School Podcast, we cover the Four Horsemen lead generation strategy. That's a mouthful, but...it basically covers these four pieces:

1. Cornerstone Content

2. How to create a free offer (and its importance)

3. Sales letters (and their value)

4. Follow up funnel

With those four pieces, you can greatly increase your chance of finding the right prospects for your business.

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 podcast, we break down David Frey's 12-Step Foolproof Sales Letter Template.

The 12-Steps are:

1. Get attention

2. Identify the problem

3. Provide the solution

4. Present your credentials

5. Show the benefits

6. Give social proof

7. Make your offer

8. Give a guarantee

9. Inject scarcity

10 Call to action

11. Give a warning

12 Close with a reminder.

Let us know what you think of the show.

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 the importance of understanding and establishing "response thresholds" for sales prospecting and lead generation.

There are two types of offers - direct sale offers and lead generation offers. Any offer meets a potential buyer along a continuum of evolving interest.

Some prospects will be at the first stages of considering a purchase while others will be ready to write a check.

Serve up offers that match buyers where they are along the continuum of evolving interest. All too often, offers speak to only one type of prospect and/or ask for too much from a potential prospect too early.

The key is casting the right bait at the right time!

Through better understanding of response thresholds, you can meet prospects where they are and boost your overall success with lead generation!

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 podcast, we cover cold calling: tips, scripts, objectives, and deliberate practice.

While cold calling is deemed as one of the most painful ways to reach out to potential customers, we have found it to be one of the most rewarding and receptive ways to cultivate relationships.

in this episode, we start by understanding what the principles of deliberate practice are, while uncovering what it means to 'begin with the end in mind'.

We end the show by going through the following cold calling points:

1. Objectives

2. Outcomes (percentages)

3. Tips

Let us know what you think of the episode and we look forward to next week's discussion.

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 podcast, we go over a content marketing strategy that John has created for one of his clients.

The content marketing strategy is built based on the following criteria:

1. B2B

2. Digital

3. Very specific niche product

4. Organic SEO + Paid PPC

We break down the content strategy into three major pieces:

1. Keyword Strategy - discovery of current, competitive, and opportunity keywords.

2. Content Strategy - formatting for cornerstone + support material that reflects the keyword strategy.

3. Advertising Strategy - utilization of both the keyword strategy + the content strategy in order to A/B test copy as well as understand what type of searcher is finding your information.

Let us know if you have questions.

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 podcast, we cover three formulas that you can use to help you write your sales prospecting letters.

These three formulas for sales prospecting letters are:

1. Idyllic picture + bold promise + proof + offer

2. Introduce problem + agitate problem + present solution

3. Promise + proof

Each of these formulas are adapted from the following article:

https://www.digitalmarketer.com/persuasive-sales-letters/

We have taken the time to look at each sales letter formula and give our opinion on why it works as well as some things to think about when you implement them into your sales strategy.

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 Podcast, we answer another listener question. Today's question comes from one of the members of our Facebook Group, David W.

If you would like to join our Facebook Group, go here:

https://www.facebook.com/groups/739531776247677/

David asks:

I'm starting our first outbound sales campaign. It's based around a specific time limited offer (Free upgrade on a phone system for a business).

Is it better to:

1) Get a list with multiple email addresses at each company. You might not know who the decision maker is, but the decision maker might not be the one that is really interested in new phones. It could be the receptionist. Blanket all email addresses and then follow up with calls to find out the decision maker?

2) Target only the decision maker in emails and calls?

Here our answer to David's question as well as our biases for or against cold emails.

Let us know if you have any questions.

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 podcast, we get to answer a question from one of our dedicated listeners.

Brian from Sarasota, Florida, asks, "My website is hosted by Wix and I'm using a Wix blog to create content and a 'mouse trap'. Is using Wix and not WordPress going to severely handicap my efforts? Can I make Wix work for me?

Follow along if you'd like by visiting Brian's website:

https://www.quietwatersfishing.com

We answer Brian's question as well as explore:

What type of elements should your website have to be successful?

What does a solid site structure look like?

How can you increase traffic organically?

What is local SEO and how does it work?

What can be done with a little AdWords?

...and more.

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 podcast, Ted and John talk about what Ted's daily routine for sales prospecting success is.

What does Ted do that keeps him motivated on a daily basis to reach out to cold prospects in order to turn them into customers?

What does Ted's morning routine look like?

How does he like to make calls?

What are his call goals?

How does he protect his 'call block'?

How does he like to follow up with a qualified prospect list?

What does he do when he is done for the day?

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 podcast, Ted and John talk about the important and usage of marketing automation within your digital strategy.

Part 3 is all about discovering what marketing automation is and how it could be used for your business. We cover the following questions:

What is marketing automation?

What forms can marketing automation take?

What tools are used for marketing automation?

How does marketing automation work?

What is a workflow?

When can you use marketing automation?

At the end, we give you a simple guide for how you can get started with SEO, PPC, and Marketing Automation.

Let us know if there is anything we can do to help or if you have any questions that you would like answered.

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