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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

44:21

Episode 141: Talking to the Right Person - Tukan Das

Predictable Prospecting"s Podcast ·

2019/08/13

Who is the right person to talk to when you want to advance a prospect through the pipeline? When is the right time to talk to that person, and how should you do it? Today’s guest has some ideas. Joining the podcast today is Tukan Das, CEO of a company called LeadSift. Tukan is here to talk about whether or not you really can predict who is ready to buy, what a good work flow is, and how you work those leads so that you can increase the yield and lower the time it takes to get from the initial

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37:52

Episode 140: Marketing and Podcasting - Michael...

Predictable Prospecting"s Podcast ·

2019/08/06

Should you consider podcasting as part of your multi-touch campaigns? Can podcasting improve your sales numbers, and can you use your sales skills to make a quality podcast – or use podcasting to hone your sales skills? Today’s guest is here to discuss how sales professionals could be using podcasts. Michael Greenberg is the CEO of Call for Content, a podcasting agency that makes it easy for businesses and organizations to develop podcasts. Listen to the interview to hear what Michael has to say

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40:40

Episode 139: Turning the Funnel Sideways - Carman Pirie

Predictable Prospecting"s Podcast ·

2019/07/30

Is the funnel model fundamentally flawed? If so, how do salespeople approach that problem in a new and different way? Today’s guest will help explain why it may be helpful to think about the funnel in a different way. Carman Pirie is the Co-Founder of Kula Partners, which is currently handling mostly manufacturing clients. Carman is working on turning the funnel sideways – but what does that mean? Listen in to find out, as Carman discusses why he’s excited about his work, how to get companies to

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32:03

Episode 138: Setting up a Pipeline to Leverage All...

Predictable Prospecting"s Podcast ·

2019/07/16

How do you set up a pipeline that leverages all types of channels and technology, but also keeps that human spirit alive? Today’s guest will help answer that question and others. Joining the podcast today is Jonathan Soares. Jonathan is the founder and CEO of Agency Labs and has a background in both technology and consumer sales. He’s been at this for 15 years and he covers the entire pipeline. Listen in to hear. Episode Highlights: Jonathan’s background and how he got to his current position

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01:00:50

Episode 137: Ask the Right Questions - Chick Herbert

Predictable Prospecting"s Podcast ·

2019/07/12

Can you get better performance from your team just by asking questions? Asking the right questions can build and strengthen your management coaching skills and allow your team to perform at their highest levels. Today’s guest will explain how the ability to ask the right questions can help you tap into the human potential of your team. Chick Herbert is a Des Moines executive who’s come up with a process that he calls question-centric coaching. Listen in to hear what Chick has to say about

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39:26

Episode 136: Building Trust - Jason Treu

Predictable Prospecting"s Podcast ·

2019/06/04

How does trust between team members translate to better communication and higher performance? And how can you translate your trust-building skills to your sales calls in order to build rapport quickly? To explore these questions and more, Jason Treu joins today’s podcast episode. Jason is an executive coach who works with teams to help them build trust and communication skills and increase performance. He’s also the author of the book Social Wealth. Listen in to hear what Jason has to say about the

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29:03

Episode 135: Using Technology to Boost Sales - Jordan...

Predictable Prospecting"s Podcast ·

2019/05/28

How are you using technology to boost your sales prowess? Is there more that you could be doing? Do you like your CRM, and if not, how would you improve it? Today’s interview may give you some ideas. Today’s guest is Jordan Stupar, the founder and CEO of Sales Domination. Sales Domination is a company that provides CRM and technology tools to individuals as well as small, medium, and large companies. Listen in as Jordan talks about his company, his background, and how he thinks technology is

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37:01

Episode 134 Adding Value vs. Helping a Prospect -...

Predictable Prospecting"s Podcast ·

2019/05/21

What do you do when you connect with a warm lead, but they don’t seem receptive? What’s the difference between adding value for a prospect and actually helping that prospect? These are some of the questions that today’s guest will help answer. Joining the podcast today is Michael Pedone from SalesBuzz. Michael is an advocate for sales skills and SalesBuzz is an online sales training site that provides helpful information for sales professionals that can help take you from the top of the funnel all

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31:06

Episode 133: Successful (Not Stressful) Prospecting -...

Predictable Prospecting"s Podcast ·

2019/05/14

Just the idea of prospecting can be stressful. Calling strangers can take a real toll on you, and it’s easy to get discouraged and believe that prospecting isn’t right for you. But within a predictable framework, prospecting doesn’t have to be so difficult. That’s part of what today’s guest is here to talk about. Joining the podcast today is Jason Bay. He is the Co-Founder and Chief Founding Officer of Blissful Prospecting, a company that works with clients to create a predictable prospecting

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29:27

Episode 132: The Ever-Evolving Customer Experience -...

Predictable Prospecting"s Podcast ·

2019/04/16

The experience of being a customer has changed rapidly just over the past few decades. But while the customer experience has changed, has it improved? Is there room for further improvement? Today’s guest is Ian Moyse of Natterbox. He joins the podcast today to talk about disruptions in the customer experience, how customer experience is changing, and why it matters. Listen in to hear what Ian has to say about where this kind of disruption has the biggest impact, how buyer personas can improve the

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27:32

Episode 131: The Relationship Between Sales and...

Predictable Prospecting"s Podcast ·

2019/04/09

You may recognize today’s guest from previous episodes of this podcast. Max Altschuler is the CEO and Founder of SalesHacker Inc. and the VP of Marketing at Outreach.io. Max is also one of the co-authors of a new book, Sales Engagement: How The World's Fastest Growing Companies are Modernizing Sales Through Humanization at Scale 1st Edition In today’s conversation, Max talks about his new book, what inspired him to get involved with it, and what teachings in the book are most useful for sales

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33:51

Episode 130: The Marketing Perspective - Chris Dayley

Predictable Prospecting"s Podcast ·

2019/02/26

Today’s guest comes from the marketing side of the business. And while that may be an unusual choice for this podcast, what Chris Dayley has to say about digital marketing can be useful for prospectors as well. Chris is a digital marketing entrepreneur, speaker, and neuromarketer. He is also the VP of testing and site optimization at Disruptive Advertising in Utah. He’s skilled at helping people understand the impact of website landing pages, testing, analytics, and psychology. Listen to the episode

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30:18

Episode 129: The Resurgence of Telephone Sales - Mark...

Predictable Prospecting"s Podcast ·

2019/02/19

Even with all of the social media and automated sales tools available, a one-on-one conversation over the telephone can still be a powerful selling tool, especially among consumers that value authenticity. The resurgence of the telephone call is one of the things that today’s guest talks about in this episode. Mark Hunter is an author, speaker, coach, and consultant, as well as the Co-Founder of the Outbound Conference. Listen to the episode to hear what Mark has to say about what’s new in

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31:19

Episode 128: Adapting to Change - Brian Keller

Predictable Prospecting"s Podcast ·

2019/02/05

In any field, one thing that you can be sure of is that things will eventually change. This is as true in sales as it is in any other industry, and it’s important to be able to keep up with the changes as the come. That leads to the question: can the ability to change be taught? Today’s guest thinks that the answer is yes. Brian Keller is the Director of Sales Training at McKesson. He joins the podcast today to talk about his sales training workshops and the importance of learning about change in

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36:19

Episode 127: Using Sales Differentiation to Close...

Predictable Prospecting"s Podcast ·

2019/01/29

Your prospects encounter many salespeople in all areas of their lives. It’s easy for salespeople and their products and services to begin to blend together. In order to make your sale, you’ll need to convince them that there are reasons why they should choose what you’re selling over what other people are selling. How can you do that? By making sure that you can stand out from the others. You have to differentiate yourself and your product. Today’s guest has written a book that can help you

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32:04

Episode 126: Creating Value to win over Clients -...

Predictable Prospecting"s Podcast ·

2019/01/22

Do you know what the four levels of value are, or how you can win clients over from your competitors by creating more value for your clients? Today’s guest didn’t just write the book on that subject, he actually wrote three books on the subject. Anthony Iannarino is the author of The Only Sales Guide You’ll Ever Need, The Lost Art of Closing, and his latest book, Eat Their Lunch. These books are a trilogy of useful information for salespeople. Listen to the episode to hear how Anthony suggests using

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27:44

Episode 125: Using Data to Make Quality Connections -...

Predictable Prospecting"s Podcast ·

2019/01/15

The way that we utilize data can make all of the difference when it comes to sales. It’s more important to make quality connections and have meaningful conversations with prospects than to contact a large quantity of prospects on a superficial level. Utilizing data in the right way can help you make those quality connections. Today’s guest is Matt Amundson, the VP of marketing for EverString. Listen to today’s episode to learn more about what EverString does and what Matt has to say about how data

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33:15

Episode 124: Using Video in your Sales Funnel -...

Predictable Prospecting"s Podcast ·

2019/01/08

Content creators know that video is a powerful tool for delivering a message, and that means that it can also be a powerful tool in the world of sales. Learning how to use video effectively can be a helpful skill in all parts of the funnel. Today’s guest is Daniel Crouch, Enterprise Account Executive at Videolicious. In today’s episode, Daniel will talk about using video, not just at the top of the funnel, but also after you get your foot in the door. Listen to the episode to hear what Daniel has to

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25:57

Episode 123: The Key to Sales is Human Connection -...

Predictable Prospecting"s Podcast ·

2018/12/11

If you work the top of the funnel, it’s easy to believe that you don’t need to build a deep rapport with your prospects. Once you get your foot in the door, your job is to hand them off to another representative, so building more than a superficial relationship may seem unnecessary. However, today’s guest believes that sales is all about the human connection, no matter where you are in the sales process. David Fisher is a coach, speaker, and the author of a number of books. In today’s episode, David

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32:31

Episode 122: Generating Leads and Closing Sales -...

Predictable Prospecting"s Podcast ·

2018/11/20

The goal of the prospector is to generate good leads and close sales, and sometimes it’s worth seeking out options from someone who operates differently than the way that you do in order to improve your techniques. Today’s guest is Peter Lang, CEO and founder of the Uhuru Network Uhuru is a company that drives client success by increasing monthly leads, generating site visitors and more. Listen to the episode to hear more about how Peter’s company works, what the onboarding process looks like for

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