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PODCAST

Predictable Prospecting"s Podcast

Tired of wondering where your next lead will come from? What if you had a reliable, and predictable, source of new potential customers coming into your sales funnel each month? This is Predictable Prospecting and here I"ll show you how some of the best sales leaders in the industry are creating consistent, and measurable procedures to bring in fresh, qualified leads to their sales funnels each and every month.

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All Episodes

28:30

Episode 41: Understanding Buyer Behavior - Marc McNamara

Predictable Prospecting"s Podcast ·

2016/12/27

Today’s guest is Marc McNamara, Chief Enablement Strategist at The Value Shift, a company that presents a unique solution to the sales productivity challenge. We’re here to talk about Marc’s experience with team enablement, how to get the best out of your top-of-funnel conversations, and finding the root of your buyer’s behavior. Episode Highlights: Introducing Marc McNamara What is a Chief Enablement Strategist? Understanding buyer behavior Generating meaningful conversations Finding the next step

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38:12

Episode 40: Strategic Guide to Creating a Winning...

Predictable Prospecting"s Podcast ·

2016/12/20

How do you become a strong leader? How do you encourage your team to be not just good, but great? My guest today is an expert on managing sales teams and the author of Seven Steps to Success for Sales Managers: A Strategic Guide to Creating a Winning Sales Team Through Collaboration. Max Cates is here to discuss why sales managers should focus on continuous improvement, what separates the good managers from the bad, and using the Six Sigma process for eliminating defects and improving your team

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34:40

Episode 39: On Social Selling and Linkedin - Kurt Shaver

Predictable Prospecting"s Podcast ·

2016/12/13

Facebook, Twitter, Instagram, Linkedin – there’s a huge chance that your ideal customer has an account on at least one of them. As our role as business developers continues to evolve, the technologies and techniques we use to connect with prospects has changed as well. My guest today is Kurt Shaver of The Sales Foundry, an expert on leveraging social selling and using Linkedin as part of the sales process. We discuss how to research and connect with prospects on Linkedin, becoming an business expert

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53:07

Episode 38: [Interview] Marylou Tyler and Gabriel...

Predictable Prospecting"s Podcast ·

2016/12/06

On this episode, I’m interviewed by my longtime friend and colleague Gabriel Padva. Gabriel is the founder and principal consultant at 30,000 FT Strategies, a company that focuses on helping companies communicate with their prospects. He is also a CRO at Revenue Accelerator Inc. We go in-depth into the role of the sales development rep, including how to hire them, train them, and promote them into upper management positions. We also discuss the do’s and don’ts of cold emailing, my must-have tools,

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26:06

Interview: Marylou Tyler and Joseph Dager -...

Predictable Prospecting"s Podcast ·

2016/11/29

Are you catching minnows when you want to be catching whales? Netting the high-value prospects requires engaging many different people in the organization in conversation. In this episode, I’m interviewed by Joseph Dager of the Business901 podcast. We discuss my new book, Predictable Prospecting, why cold calling is the best method of prospecting available for netting those whales, and how to encourage your sales team to embrace the cold calling process. Episode Highlights: Mary Lou Tyler’s

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40:06

Episode 36 - Identifying Problems, Buying...

Predictable Prospecting"s Podcast ·

2016/11/22

Our guest today is Keenan, who is a sales expert, speaker, and owner of A Sales Guy, a leading sales management consulting company. We discuss his unique process for identifying the problems your business solves, the personal buying motivations of your prospects, and the key exercises and role play scenarios for connecting with your clients. Episode Highlights: How to get your prospects to want to talk to you Selling to the current state, the gap, and the future state What critical problems does

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23:02

Episode 35: Interview: Marylou Tyler and TinderBox...

Predictable Prospecting"s Podcast ·

2016/11/15

In this episode of Predictable Prospecting, I’m interviewed by TinderBox on my predictions for the future of the world of sales and sales technology. We also discuss training sales teams to have meaningful conversations with prospects while using sales acceleration technology and the rise of social selling. Episode Highlights: What’s going to change in the world of sales in 2017? Using technology to create meaningful conversation Client tiers and personalizations How do you train a sales team to

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39:37

Episode 34: Benefits and Challenges of Separating...

Predictable Prospecting"s Podcast ·

2016/11/08

Are you running a “one-man show”, where you do absolutely everything yourself – from building the pipeline to closing the sale? How effective is your current system? On this episode we’re joined by Pleasant Rich, the Director of Enterprise Sales at Outreach, a team-based sales communication platform. We discuss the benefits and challenges of separating roles on the sales team, why you shouldn’t try to fill every role yourself, and how to make the transition between roles as seamless as possible

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37:04

Episode 33: Crafting Cold Emails to Engage Buyers -...

Predictable Prospecting"s Podcast ·

2016/11/01

Plenty of companies struggle with crafting the perfect cold email. It’s either too long, too short, too impersonal, or it just doesn’t connect with your buyer. Identifying what’s missing and how to fix it can seem impossible, but our guest today has the process down to a science. We’re joined by Bob Kelly, my partner at Strategic Pipeline and contributor to my new book Predictable Prospecting. Bob is a leading chief strategist and sales expert, and an absolute genius at helping clients achieve

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30:58

Episode 32: Closing the Gap between Marketing and...

Predictable Prospecting"s Podcast ·

2016/10/25

Recent studies have shown salespeople fail to make quotas when they don’t have the knowledge of their product to have a value-adding conversation with their clients. Where does this gap come from, and how can we close it to connect with our prospects? Today’s guest is Max Traylor, a marketing consultant who specializes in sales enablement. We discuss how to best close the gap between marketing and sales, why millennials don’t trust the internet, and how to best personalize your sales content to

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25:59

Episode 31: High-Profit Prospecting - Mark Hunter

Predictable Prospecting"s Podcast ·

2016/10/18

On this episode of Predictable Prospecting, we are joined by Mark Hunter, otherwise known as The Sales Hunter, a sales consultant and author of the must-read book, High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results. We discuss some of the top techniques outlined in his book, Mark’s opinion on the best time to call your prospect, and why prospecting is the most entertaining part of the sales process. With his infectious energy and wealth of

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01:01:30

Episode 30: Intersection of Sales and Marketing -...

Predictable Prospecting"s Podcast ·

2016/10/11

On this episode, I’m interviewed by Stephan Spencer of Marketing Speak podcast. We discuss the intersection of sales and marketing, the steps to building a successful pipeline, and my favorite marketing initiatives and social proofs. I also give Stephan Spencer tips on how to improve his conversations with prospects, my best book recommendations, and a few of my top coaching practices. Episode Highlights: What’s new in Predictable Prospecting? Creating meaningful conversations: Email and

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26:02

Episode 29: The Intense Planning and Logistics behind...

Predictable Prospecting"s Podcast ·

2016/10/04

Our world today feels smaller than ever, largely due to advancements in communication and technology, making plenty of business owners wonder: Should I expand my services abroad? My guest today is Hans Peter Bech, author of the bestselling book Building Successful Partner Channels and managing partner of TBK Consult, a company that helps IT groups break into foreign markets. We discuss the intense planning and logistics behind expanding a business, how culture impacts sales, and Hans Peter Bech’s

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35:15

Episode 28: The 'Why' behind Predictable Prospecting...

Predictable Prospecting"s Podcast ·

2016/09/29

My new book Predictable Prospecting is set to inspire sales teams all over the world to reformat and build their B2B sales pipelines. Curious to know more about the writing process behind the book? This episode features a conversation with Jeremey Donovan, my co-author on Predictable Prospecting, as we discuss our reasoning behind writing the book and what we think sales representatives can get out of our methodology. Jeremey Donovan is the Head of Sales Strategy at Gerson Lehrman Group. When he

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46:31

Episode 27: Planning Inbound Marketing Efforts...

Predictable Prospecting"s Podcast ·

2016/09/27

Content is what moves a prospect through the sales pipeline. How do you know what content to create and when to deliver it? On this episode I discuss how to use thought stages to plan inbound marketing efforts. I believe that every sales conversation has the potential to provide valuable information. Tracking and using details such as prospect awareness and pain points helps fine tune content and increases conversions. Episode Highlights: Uncovering personality and pain points of ideal clients

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33:57

Episode 26: Thoughts on True Role of Sales...

Predictable Prospecting"s Podcast ·

2016/09/20

On this episode of Predictable Prospecting, Marylou Tyler herself is interviewed by Andy Paul, host of the sales podcast Accelerate. If you’ve ever wondered about the process of writing Predictable Revenue and Predictable Prospecting, Marylou’s thoughts on the true role of Sales Development Reps, and her top tips for identifying your ideal customer, then this is an episode you don’t want to miss! Episode Highlights: Introducing MaryLou Tyler Writing Predictable Revenue with Aaron Ross Is

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43:32

Episode 25: Techniques to Strengthen Pipeline and...

Predictable Prospecting"s Podcast ·

2016/09/09

On this episode of Predictable Prospecting we’re joined by Jeb Blount, founder and CEO of Sales Gravy and author of Fanatical Prospecting. A leader in Sales Acceleration, Blount’s unique approach to prospecting makes him a sought-after trainer, keynote speaker, and advisor. Join us as we discuss his personal sales philosophies, the lessons he’s learned from advising million-dollar companies, and the techniques you can start using today to strengthen your pipeline and boost your revenue. Episode

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31:58

Episode 24: Predictable Revenue Outsourcing - Alicia...

Predictable Prospecting"s Podcast ·

2016/09/06

So you’ve read the books and you’ve taken the classes, but something about predictable revenue and prospecting isn’t working for you the way you’d like it to. Maybe you’ve seen some success but it hasn’t been quick enough or at the level you want. Maybe you’re a startup struggling to get the system in motion. Today’s guest has the perfect solution for you! Alicia Anderson provides the key to the process as a prospecting outsourcer. Not to be confused with a lead generation service, Predictable

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45:31

Episode 23: Teaching Startups How to Write...

Predictable Prospecting"s Podcast ·

2016/08/30

Many of today’s startups have either time or money, rarely both. That leaves the minimal staff to handle important tasks that are usually completed by a dedicated (educated) team. How does the CEO of a lean startup write compelling sales copy on his own? Joanna Wiebe created Copyhackers to ensure that startups have a place to learn how to communicate with their audience. Joanna Wiebe is the founder of Copy Hackers; an online resource dedicated to teaching startups how to write compelling web copy

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23:11

Episode 22: Building Skillset and Education in an...

Predictable Prospecting"s Podcast ·

2016/08/29

For the 21st century professional, an insatiable desire to learn is crucial for staying afloat in an ever-changing market. The face of sales and marketing has seen big changes due to technology, but the constant introduction of new apps and tools can make some sales teams feel overwhelmed by the sheer mass of new information. So how do you build your skillset and education without getting lost? Companies like Sales Hacker Inc. make it easy for sales reps and developers to learn about and take

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