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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

27:05

Episode 21: Advancing Sales Process from Lead...

Predictable Prospecting"s Podcast ·

2016/08/26

Advancing the sales process from lead generation until the deal is closed is full of potential hiccups and nuances that many reps struggle to master. Our guest today has over thirty years of experience with qualifying and moving prospects all the way down the pipeline. Brad Williams is the President of Doextra CRM Solutions, a partner company to Sales Force, that helps businesses implement software and technology to improve the sales cycle. Join us as we discuss the book that influenced both our

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36:32

Episode 20: Keeping the Data in your Pipeline Fresh -...

Predictable Prospecting"s Podcast ·

2016/08/25

Keeping the data in your pipeline fresh is crucial for running a productive system, but too many of us allow our data to get old and obsolete, clogging up the pipeline and hurting sales. Technology can help keep your contacts updated, but it’s far from a perfect solution. My guest today is Donato Diorio,the Co-founder and General Manager of Data Services at RingLead, a company that offers the tools you need for your company’s contacts. We discuss the problem with thinking cold calling or cold

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29:42

Episode 19: Methods for Communicating with Prospects...

Predictable Prospecting"s Podcast ·

2016/08/24

It’s easy to send a form email to a new prospect, but the key to building a pipeline is to connect with your prospects by having real conversations over the phone. Genuine moments of connection happen when a consultant truly knows and understands the pain points and persona of the buyer, but this process is much easier said than done. My guest today is Evan Jones, Head of Business Development at VoxGen. As an expert in lead generation, marketing, and managing accounts, Evan discusses his methods

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34:15

Episode 18: Starting Conversations with Customers for...

Predictable Prospecting"s Podcast ·

2016/08/23

Today’s guest is Steven Wagner, founder and CEO of Sales Ignition, a company that helps sales teams start conversations with their ideal customers for consistent growth. Sales techniques of the past are giving way to new, more efficient predictable prospecting methods. Join us as we discuss Steven’s tips for finding your perfect prospect list, why focusing on the tools in your sales stack is hurting your business, and how to tailor your message to reach the customers you want. Episode Highlights:

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37:55

Episode 17: Aspects of the Sales Business - Steve...

Predictable Prospecting"s Podcast ·

2016/08/22

While we might all be in different types of sales, we can learn plenty about conversation, influence, and leadership from each other. On today’s episode, Steve Underwood and I discuss all aspects of the sales business, from building a sales pipeline to the power of meditation and gratitude in your daily life. With a family background in car sales, Steve Underwood began his career in the auto industry before moving into technology sales. Steve is currently the account executive at Workfront, a

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39:36

Episode 16: Growth Marketing Funnel - Samuel Woods

Predictable Prospecting"s Podcast ·

2016/08/19

Having an impact with your marketing message requires understanding. Your ideal buyer is more than their basic demographics. Our guest Samuel Woods is a growth marketing expert who helps clients experience consistent growth. Clients establish an effective funnel and create powerful campaigns by first gaining a comprehensive understanding of a buyer’s psychographics. Samuel Woods transitioned from the design world to growth marketing and created an agency specializing in conversion copywriting

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50:25

Episode 15: Inspiring the Entrepreneur - Jorge Soto

Predictable Prospecting"s Podcast ·

2016/08/18

We’re all familiar with the famous proverb: “It takes a village to raise a child!” As more entrepreneurs launch their own startup company, perhaps the phrase should be changed to “It takes a village to make a business!” Community between entrepreneurs has become more important than ever as those with great ideas search for the people who can make their dreams come to life. In today’s episode with market specialist Jorge Soto we discuss the benefits of community, leadership style, and the new markers

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35:46

Episode 14: Building a Strong Sales Team - Kevin Chiu

Predictable Prospecting"s Podcast ·

2016/08/17

Getting a startup tech company off the ground and into the public sphere is no small feat, but having a team of great sales reps makes it infinitely easier. But how do you build a sales team from scratch? Focusing on hiring the doer instead of the thinker is part of creating a team, but the real key lies in hiring sales reps who actually care about the customer base they communicate with. Join me in a conversation with Kevin Chiu as we discuss the secrets to tech startup success. Kevin Chiu is the

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37:06

Episode 13: Creating Meaningful Conversations -...

Predictable Prospecting"s Podcast ·

2016/08/16

Many sellers have no idea how to begin talking to a new customer. Instead of creating honest dialogue, businesses jump into a sales pitch and lose the trust of the prospect. A good conversation begins by understanding the customer’s pain -- what core problem do they need help solving? Searching for customer feedback and developing dialogue is the first step to creating messages that speak to the heart of what the customer wants, but analyzing and using this data is where businesses stumble. Copy

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31:43

Episode 12: Conversation with Target Prospects - Kyle...

Predictable Prospecting"s Podcast ·

2016/08/15

One of the most important factors in building a predictable pipeline is continuing the conversation with prospects. My guest today is Kyle Porter, the founder and CEO of SalesLoft, a company dedicated to turning target accounts into customer accounts. Kyle is an expert in helping companies integrate new tools and technology in their current systems to begin conversations with the buyers that matter. We discuss how targeting prospects in your market is changing, why and how you should start the

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21:25

Episode 11: Sales Techniques and Technologies - Max...

Predictable Prospecting"s Podcast ·

2016/08/12

All great sales professionals have one thing in common: they never stop learning. Even the most veteran leaders are looking for educational resources to help them succeed, especially in our current sales industry. How can you stay on top of your game when the sales techniques and technologies you used to trust have become obsolete? Join today’s guest, Max Altschuler, and I for a conversation on resources, sales paths, and community. Max Altschuler is a speaker, author, and the founder of Sales

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24:16

Episode 10: Effective Sales Process - Ash Alhashim

Predictable Prospecting"s Podcast ·

2016/08/11

An effective sales process brings a prospect on as a partner; working together to solve their issue. This ideal situation requires that their expectation is set and they commit to the solution. Today’s guest is Ash Alhashim a self described “marketing oriented sales person” who is an expert in all things sales process. Ash believes that the entire funnel should be connected to motivate those in a nurture cycle and shares his tips with us on how to achieve that. Ash Alhashim is the founder of Brown

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34:27

Episode 9: Effective Sales Leads Generation - Stefan...

Predictable Prospecting"s Podcast ·

2016/08/10

What if a company is great at closing deals, but not so skilled in beginning the conversations with the prospects they need? A predictable pipeline is built on the foundations of habit and consistency, and can take more than a couple of weeks to properly develop. A business that struggles to reach the prospects they need might feel doomed to fall further and further behind their goals, and that’s exactly where today’s guest comes in. Join Stefan Boyle and I for a discussion on how to effectively

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32:04

Episode 8: Intelligent Outreach Automation Processes...

Predictable Prospecting"s Podcast ·

2016/08/09

If a sale requires risking political capital, how do you establish trust? Our guest Mark Kosoglow is an expert in outreach and here to share his success tips. Mark believes that effective outreach requires multiple contacts. These contacts are done through a variety of channels and ultimately lead to a sales pipeline. Today we discuss how to provide high value content during outreach while balancing efficient automation and personalization. Mark Kosoglow is the VP of Sales at Outreach.io a SaaS tool

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35:50

Episode 7: Engaging 'Dream Customers' in a whole new...

Predictable Prospecting"s Podcast ·

2016/08/08

How do you capture the attention of someone you’ve never met in a way that encourages them to respond? Starting conversations with people we don’t know is the most difficult and the most crucial part of building a successful pipeline, but too many companies see dismal response rates to their cold email templates. Today’s guest holds the secret to creating copy that speaks to the desires, fears, and personalities of your customers to engage them in a whole new way. Heather R. Morgan is the Founder

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34:46

Episode 6: Mark Roberge

Predictable Prospecting"s Podcast ·

2016/08/05

Why are salespeople depicted as slimy money-grubbers instead of as the brand representatives we know we are? As the industry changes it’s important for the modern sales professional to change with it, abandoning the old idea of building sales and marketing from the inside out in favor of connecting with the buyer’s journey to sell from the outside in. Today’s episode covers new techniques for sales reps to engage with prospects -- you’ll be surprised at what common mistakes our guest thinks you’re

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45:34

Episode 5: Understanding Buyer Personas - Adele Revella

Predictable Prospecting"s Podcast ·

2016/08/04

Buyers are more than demographic statistics. They have sophisticated needs and are frustrated when companies fail to understand. Effective marketing requires alignment with the entire buying journey. To achieve this goal many marketers use the information in a buyer persona to guide sales interactions, advertisements, and content. Gaining true insight into the buyer’s journey takes far more than compiling search data. We will discuss how to create effective buyer personas with today’s guest Adele

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46:17

Episode 4: Increasing Sales and Team Morale...

Predictable Prospecting"s Podcast ·

2016/08/03

When your goal is to double sales productivity AND increase happiness the insight of a sales strategist is key. Our guest today is Jeremey Donovan the Head of Sales Strategy for the Gerson Lehrman Group. Jeremey believes that goals in sales and improving staff happiness can be achieved simultaneously. He views his position as that of a service professional with a goal to make the sales staff’s jobs easier. Jeremey Donovan was once an electrical engineer who moved through many roles to his current

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