In today's episode, we talk about the six steps to creating your own prospecting farm.

1. Define your market.

2. List and evaluate all possible forms of outreach (traction).

3. Schedule your outreach in cycles.

4. Establish a value conversion system.

5. Establish metrics to track and judge efforts on.

6. Create a routine.

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 how to use data to improve your prospecting results. The goal is use qualifying information to help you get closer to your buyers. This saves time and money and gives you an edge. We talk about two basic types of data: 1) Direct Data - which is data you collect as a result of your own activity and 2) 3rd Party Data which is derived from external sources such as list providers, social media providers, search engines, and more. Learn how even a small company can benefit from the combination of direct data and "big" data over time.

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 respond to an episode of one of John's favorite weekly podcasts - The Digital Marketing Podcast.

Recently, the Digital Marketing Podcast released and episode about social selling:

https://soundcloud.com/targetinternet/social-selling-for-b2b

Because of that episode, both John and Ted had a few points that they wanted to rebuttal to give both the traditional sales techniques and the new age marketing techniques a fair shake.

We cover the following topics in this episode:

1. Delivering value to a functionally targetable audience.

2. Value exchange.

3. 80/20 rule.

4. The value of a calling.

5. The value of social selling.

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 importance of follow up in your sales prospecting outreach.

We cover why follow up matters, how to make a follow up process, which tools we like to use, and the future of follow up.

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 podcast, John and Ted talk about the importance of having value conversions when it comes to your prospecting efforts.

If you do not have a return path with your clients, customers, and / or prospects, your efforts may be waste. We need to make sure we have systems in place in order to capture value.

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 explore ways to fill your sales pipeline.

1. Calls

2. Email

3. Mail

4. Content Marketing

Each piece of the sales pipeline works in parallel with all the others. To have a solid sales pipeline requires proactive research, control over the outcomes and systems, and a desire to not only sell, but also build relationships with your customers and prospects.

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 answer the questions: What one thing can you do that makes everything else either easier or unnecessary?

Throughout the episode, we talk about:

How to make calling not suck.

How to handle rejection and increase your bandwidth (willpower).

What personal outreach is rare and valuable.

How to take the fear out of prospecting.

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 foundational elements of finding and curating relationships with sales prospects online. What is commonly known as digital marketing has many facets that need to explored and mapped out.

What is digital marketing or digital prospecting?

What is a channel and which channel is best (is 'best' a myth)?

Why is it important to have control over your digital presence?

What are the elements of a digital road map?

...and more.

Let us know what you think.

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, John and Ted talk about how to create an easy follow-up process for speaking with prospects after your phone call.

What is a one pager?

Why is it effective?

What are the elements of a one pager?

How can you send the one pager to your prospects?

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, John and Ted talk about what you'll need to start making prospecting telephone calls for your business.

We begin the discussion quickly going over the three prerequisites you'll need to have before making calls:

1. Call ready list / compliant.

2. Clear runway.

3. Call flow.

Next, we go over the fundamental aspects of the call script. We go over the concept of a 'flash card' call as well as how to handle follow-up, rejection, and setting expectations for yourself and the people you are calling.

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