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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

30:30

Episode 121: Selling Effectively at the Executive...

Predictable Prospecting"s Podcast ·

2018/11/13

When you want to know how to sell effectively at the executive level, you need expert training and stories that sell. Today’s guest has been called Australia’s leading Authority on “C” Level sales. Steve Hall has sold to executives in more than 20 countries. He is a writer and speaker who focuses on executive sales. He also owns the Executive Sales Coaching LinkedIn group. Steve Hall is Managing Director of Executive Sales Coaching Australia and joint founder of Executive Sales Forum International

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38:38

Episode 120: How to use Stories in Sales - Mike Adams

Predictable Prospecting"s Podcast ·

2018/11/06

Everybody has a story. In fact, everybody has a number of different stories, and one way or another, most people wind up sharing their stories with other people at some point. Stories help us relate to others and make connections as well as illustrate important points. And if you work in sales, you can use your stories to help you connect with prospects and close deals. Today’s guest has literally written the book on how salespeople should use stories. Mike Adams is an engineer-turned-salesperson

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30:37

Episode 119: Sales Automation - Forster Perelsztejn...

Predictable Prospecting"s Podcast ·

2018/10/23

Sales automation tools can help at all kinds of different places in the funnel. Prospect.io is a sales automation platform that helps you start conversations and improve sales teams productivity. Today’s guests, Forster Perelsztejn and Iulian Boia are Prospect’s Head of Acquisition and Head of Customer Success respectively. They’re joining today’s episode from Brussels. Listen to today’s episode to learn more about Prospect.io, who they serve, and how their platform works. Forster and Iulian talk

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41:28

Episode 118: Sales are all in the Details - Nick Hart

Predictable Prospecting"s Podcast ·

2018/10/09

Making a sale is rarely a one-and-done encounter. Instead, it’s an ongoing process and a series of conversations, sometimes with multiple different people. In order to sell effectively, you need to be able to keep up with important details about each prospect, including what your last conversation entailed and when is the best time to schedule the next call or email. This can be a daunting task, but tools that allow you to streamline the process can help. Outreach.io is one of those tools. Outreach

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36:16

Episode 117: Centering the Customers' Needs

Predictable Prospecting"s Podcast ·

2018/09/25

It may be possible to use manipulative sales techniques to sell people things that they don’t really want or need. But do you really want to do that, and is it really a good strategy in the long run? Today’s guest talks about the importance of centering the customer’s needs, even if that means passing up an immediate sale, and how that strategy can pay off in the long run. Andrew Priestly is a business coach, chairman of the Children’s Trust, a publisher, and an author. In today’s episode, he talks

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26:08

Episode 116: Data Assessment with a Sentiment...

Predictable Prospecting"s Podcast ·

2018/09/11

Today’s guest is someone that you’ve heard on the podcast before. Donato Diorio joined us on a previous episode to talk about the virtue of voicemail and how to handle voicemail properly. Today he’s with us to talk about a different subject. Donato is the founder and principal consultant at a company called DataZ, and today he’s going to talk about data. Listen to the episode to hear what Donato has to say about what led him to put together a strategy for assessments, where the data that he uses

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34:27

Episode 115: Maintaining Relationships with Prospects...

Predictable Prospecting"s Podcast ·

2018/08/07

Prospecting involves more than just one conversation. It’s a series of conversations, and as the prospector, it’s up to you to keep the interactions going. This can result in a lot of work. You need to remember when the last time was that you talked to a particular prospect, work out when the next good time to contact them will be, and figure out what to say – and you have to repeat this process for multiple prospects. Luckily, there are tools that can help streamline this process for you. Today’s

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32:10

Episode 114: Timing is Everything - Alex Greer

Predictable Prospecting"s Podcast ·

2018/07/31

When you’re prospecting, having just a little bit of information can be the key to getting your foot in the door and growing your pipeline. Timing your call or email just right or having the perfect conversation starter can make all the difference when it comes to making a sale. If you know that the company you’re looking at has just launched a new project that can benefit from the products you sell or is getting ready to evaluate solutions for the type of service you’re selling, you’re better able

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35:18

Episode 113: Establishing a Sales Team - Rex...

Predictable Prospecting"s Podcast ·

2018/07/24

Great sales people and effective sales processes are pivotal for any organization to make money. But for startups, it can be difficult to transition from founder-led sales to establishing a good sales team and putting the structure in place for effective sales processes. This can cause some serious disruption in an otherwise good business. Today’s guests understand this problem and know how to address it. Rex Biberston and Kevin Hopp of help organizations build internal sales teams with their

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40:29

Episode 112: How Marketing and Sales Intersect - Sean...

Predictable Prospecting"s Podcast ·

2018/07/17

Marketing and sales may intersect more than you previously thought. In fact, there are good reasons why sales should have some involvement in designing marketing for a product or service – after all, it’s the sales team that ultimately has to convince their prospects to buy, so it makes sense for sales to have some input into the marketing process. Today’s guest is Sean Campbell, CEO of Cascade Insights, a B2B market research firm. Sean is also the host of his own podcast, called B2B Revealed. In

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32:29

Episode 111: Personalizing Online Sales Interactions...

Predictable Prospecting"s Podcast ·

2018/07/10

Social interaction is part of the business of selling. In the past, salespeople often met with prospects face-to-face and spent time with them in their homes or in social settings. In today’s sales environment, many of these in-person interactions have been replaced by online interactions on social media sites. However, these digital interactions are just as important as the in-person interactions that they’ve replaced. Today’s guest is Jon Ferrara. Jon is the founder and CEO of Nimble, a contact

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31:37

Episode 110: Social Selling - Brynne Tillman

Predictable Prospecting"s Podcast ·

2018/07/03

In a world powered by social media, social selling is a crucial aspect of sales. Social media allows salespeople to interact with prospects in a way that provides real value for those prospects. You can answer questions and offer useful content in a way that not only shows the prospect why they want to buy, but also why they would want to do business with you personally. Social selling allows you to create more loyal, engaged customers. Today’s guest is Brynne Tillman. She’s an authority on social

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38:21

Episode 109: Learning how to Leverage LinkedIn -...

Predictable Prospecting"s Podcast ·

2018/06/26

How can you keep yourself at the top of your prospects’ and clients’ minds? LinkedIn is a powerful tool that can help you do just that, but only if you know how to use it. Unfortunately, LinkedIn can also be confusing and changeable, and even if you have a LinkedIn profile, you may not know how to leverage it to get the most out of it. Today’s guest is Viveka von Rosen. Viveka is an author, speaker, and LinkedIn expert. She’s also a CVO & Co-founder of Vangreso, a digital sales solution provider

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38:39

Episode 108 How Personality can Make or Break Sales -...

Predictable Prospecting"s Podcast ·

2018/06/19

With artificial intelligence becoming more and more able to take over parts of the sales process, how can you make sure that you stand out as a salesperson? Your own personality can give something to the sales process that robots can’t. In today’s episode, I’ll talk to Shawn Karol Sandy and Dianna Geairn of the SellOut Show about the importance of bringing personality into the sales process. Listen to the episode to hear what Shawn and Dianna have to say about the approach they recommend for sales

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26:16

Episode 107: How to be a Better Entrepreneur -...

Predictable Prospecting"s Podcast ·

2018/06/12

Have you ever wondered what it might be like to be make a pitch on ABC’s Shark Tank? Today’s guest has been there and done that, and in today’s episode, she’ll share some of what she learned in the process. Today’s guest is Michelle Weinstein. She is the entrepreneur behind The Pitch Queen, and she’s successfully raised money and landed contracts with companies like Costco and The Vitamin Shoppe. She has 20 years of experience in sales to draw on, and of course, she was featured on Shark Tank

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26:16

Episode 106: What to Say and When to Say it - Phil M....

Predictable Prospecting"s Podcast ·

2018/06/05

All sales start with a conversation, whether that happens over the phone, in person, or through email or direct mail. When it’s your job to start the conversation that will lead to a sale, you definitely want to begin with the right words. Today’s guest knows a lot about which words will best help you approach those conversations. Phil M. Jones is a professional sales coach and speaker. He’s also an author whose books Exactly What to Say and Exactly How to Sell provide the phrases and frameworks

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26:15

Episode 105: Perfecting Your Sales Process - Scott Leese

Predictable Prospecting"s Podcast ·

2018/05/29

In sales, perfecting your process can be the key to making more sales. But how do you find the right process? When do you know that you’ve hit on a process that works, and what do you need to do to customize it or improve on it for your situation? Today’s guest is Scott Leese. Scott is the Senior Vice President of Sales at Qualia, a settlement platform for real estate professionals. Scott has also written a book about the sales process. Scott has an interesting background even before he got into

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34:14

Episode 104: Why AI Isn't a Threat - Rob Käll

Predictable Prospecting"s Podcast ·

2018/05/22

It’s easy to be suspicious or hesitant about the rapid advances in technology, especially in the field of artificial intelligence. Many people worry about being replaced in their jobs by some type of technology, and for prospectors, the idea of artificial intelligence can seem like a direct threat to their jobs. But it turns out, AI is not the threat to prospecting jobs that it might seem. In fact, AI can actually be used to improve prospectors chances of getting great leads and closing deals.

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28:51

Episode 102: The Traits of a Good Prospector - Phill...

Predictable Prospecting"s Podcast ·

2018/05/08

What skills and attributes make for a good prospector? When companies are looking to hire prospectors, what traits are they looking for? Today’s guest has a good idea, and has had great success in hiring and training for his business. Phill Keene is the Director of Sales at Costello. Over the course of his career, he’s had the opportunity to get familiar with every part of the pipeline. Listen to the episode to hear Phill talk about the importance of self-learning, how pattern recognition relates to

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38:09

Episode 101: Keeping up with the Sales Machine -...

Predictable Prospecting"s Podcast ·

2018/05/01

The sales machine is constantly changing, which means that sales professionals need to be constantly learning to keep up with the changing environment, especially at the top of the funnel. Today’s guest is an authority on sales training with some interesting insights on the education side of selling. David Priemer is the Founder and Chief Sales Scientist of the sales training company Cerebral Selling. Listen to the episode to hear what David has to say about what he calls the “sea of sameness” and

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