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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

33:25

Episode 100: Tips and Tricks for Getting Referrals -...

Predictable Prospecting"s Podcast ·

2018/04/24

For prospectors, referrals are important. When you’re a business developer, it’s helpful if you can engage clients to the point that they’re willing to refer another business to you. Today’s guest is Brandon Bruce, the COO and Co-founder of Cirrus Insight. In today’s episode, Bruce will be talking about the top of the funnel. Listen to the episode to hear what Brandon has to say about referrals and about the tips, techniques, and strategies that he’s using in his own company that may also be useful

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24:48

Episode 99: Developing Leadership Skills - Deb Calvert

Predictable Prospecting"s Podcast ·

2018/04/17

There are a lot of different things that you can try when you need to make more sales. But one of the most effective things that you can do to become a great salesperson is work on your leadership skills. Today’s guest is Deb Calvert, President of People First Productivity Solutions. In today’s episode, she’ll be talking about her new book, Stop Selling and Start Leading: How to Make Extraordinary Sales Happen. Listen to the episode to hear what she has to say about what buyers really want and how

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40:20

Episode 98: How to Get Noticed - Tsufit

Predictable Prospecting"s Podcast ·

2018/04/10

You may not think of yourself a performer, but prospecting and performing have some important things in common. In both cases, it’s important to get yourself noticed and stand out from the crowd. Today’s guest is an expert in the art of getting yourself noticed. Tsufit is a former lawyer who left the legal profession in order to become a performer. She has performed as a singer and a comedian, in the theater and on television. Now she is an author, speaker, and PR and marketing coach. Listen to the

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32:11

Episode 97: The Importance of Automated Systems -...

Predictable Prospecting"s Podcast ·

2018/04/03

My guest today is Matt Benati, the CEO, and co-founder of LeadGnome. As salespeople, we tend to focus on the perfect pitch, the hottest leads, and the smartest marketing strategies. With all this noise and bustle we forget that there is an existing client base that needs just as much attention as a new client. The best way to keep the lines of communication open with an existing client is to use automated systems. LeadGnome is an automated email system that collects data from email replies. The

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30:08

Episode 96: Frontline Sales - Dave A. Brock

Predictable Prospecting"s Podcast ·

2018/03/27

It’s important for prospectors to understand the entire funnel, not just the top and middle of the funnel. Today’s guest has a breadth of knowledge for the entire funnel and a particular focus on frontline sales, leadership, and managers. Dave A. Brock is the CEO of Partners in EXCELLENCE, a California-based consulting organization that focuses on helping clients develop and execute business, sales, marketing, customer service, and new product strategies. Dave is also the author of Sales Manager

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05:51

Episode 95: Speedy-Selling 2 Universal Prospect...

Predictable Prospecting"s Podcast ·

2018/03/22

A 5-minute quick listen on the 2 universal mistakes we make when holding conversations with buyers.

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35:32

Episode 94: Serial Entrepreneurs - Mansour Salame

Predictable Prospecting"s Podcast ·

2018/03/13

Being an entrepreneur doesn’t always stop with creating one successful business. Some entrepreneurs make a business out of creating different businesses. Today’s guest is a serial entrepreneur that creates businesses and sells them. Mansour Salame is an engineer by training, and he is currently the CEO and founder of a company called FrontSpin. However, Mansour says that he doesn’t think of himself as an engineer or a salesperson so much as he thinks of himself as a person who can find value for

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34:40

Episode 93: Building a Team with the Right People -...

Predictable Prospecting"s Podcast ·

2018/03/06

When it comes to sales having the right team in place makes all the difference in the world. Today’s guest is someone who understands how to create and build a team with the right people. He understands building a brand and creating and nourishing the company to scale. Today’s guest is Paul Fifield the chief revenue officer for UNiDAYS a student affinity network that connects verified global students with relevant brands and services. Paul and I go way back. We’ve known each other for years and

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45:27

Episode 92: The Tao of Sports - Troy Kirby

Predictable Prospecting"s Podcast ·

2018/02/27

Troy Kirby is a sports business consultant who builds relationships and revenue for sports organizations. He is the owner of Tao of Sports where he consults for B2B vendors, professional teams, and college athletic departments. He also hosts the Tao of Sports podcast. We have a really interesting conversation on today’s show. Troy comes from the world of sports, and he is an expert in sports sales. He is going to share some of his great stories in the area of sales, education, where he came from,

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28:21

Episode 91: Business Coaching - Shimon Lazarov

Predictable Prospecting"s Podcast ·

2018/02/20

Shimon Lazarov the CEO of LiveCoach is here today to talk about you as a person. I focus on sales and spend a lot of time focused on the ins and outs of the sales process, but the person behind the sales matters too. Shimon is here to shed some light on coaching and the importance of having a coach. Coaching can increase productivity, success, and life satisfaction. Ongoing coaching is usually more useful than a one-time coaching session. Finding and connecting with the right coach for you isn’t

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30:55

Episode 90: Social Selling - Carson V. Heady

Predictable Prospecting"s Podcast ·

2018/02/13

Carson V. Heady is an author and sales leader that I am really excited about talking to. He is in the trenches when it comes to sales. He is there digging in the dirt making sure that those sales are happening. I asked him to come on the show is because he is diving into an becoming an expert at social selling. When it comes to prospecting, we are habit machines that block out times to do single tasks, and we get stuck when it comes to integrating all of the social tasks into our process. Carson is

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25:15

Episode 89: Tactics for Effective Phone Sales - Art...

Predictable Prospecting"s Podcast ·

2018/02/06

The telephone is a vital instrument for us to use when having sales conversations. Telephone sales expert Art Sobczak is here today to share some of his amazing telephone sales knowledge. I consider Art Sobczak a mentor. I have been following him since 1985. He is the president of Business by Phone and the author of books like Smart Calling, Sell More in Less Time, and Telephone Tips that Sell. He is an expert in utilizing the phone for sales conversations. Art shares how selling is the greatest

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34:50

Episode 88: List Leveraging - Henry Schuck

Predictable Prospecting"s Podcast ·

2018/01/30

Henry Schuck is the Co-Founder and CEO of DiscoverOrg a platform for finding, connecting, and selling to more prospects using a accurate high-quality contact database. The company was founded in 2007, and Henry has led it through rapid growth going from the original three employees to over 500 today. Henry is the list expert, so put your seatbelts on. We have a great conversation about lists. In this episode, he shares the story of how he and a friend founded DiscoverOrg and how they grew the

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35:12

Episode 87: The Five Steps to Digital Selling - Mario...

Predictable Prospecting"s Podcast ·

2018/01/23

Mario Martinez Jr. is the CEO and founder of a fantastic company called Vengreso. They are a B2B digital sales transformation company and they do their magic through content marketing, social selling, and a variety of things. Mario spent 82 consecutive quarters in B2B sales and leadership roles growing hundreds of millions of dollars in revenue annually.Mario is one of 19 sales influencers invited to appear in the Salesforce documentary film "The Story of Sales" to be launched in 2018. He is

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26:37

Episode 86: Applying Account Based Marketing -...

Predictable Prospecting"s Podcast ·

2018/01/09

Account based marketing or ABM is an alternative to B2B. It’s a strategy where an individual account is treated as its own market of one. Brandon Redlinger manages growth at Engagio which provides software products for account based marketing and account based sales. Brandon is going to share his experiences and strategies working in this funnel. I’m hoping that you will come away with some key takeaways and educational points that you can apply right away. Brandon also shares how account based

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29:34

Episode 85: Developing a Successful Sales Mindset -...

Predictable Prospecting"s Podcast ·

2018/01/02

Having issues with mindset and skill set can amplify issues that we may have at the top of the sales funnel. Will Barron the host of The Salesman Podcast is here today to talk about mindset. He has so many skills and there are so many topics that we can talk about, but I wanted to hone in on mindset because having the right mindset can amplify our sales success. Will has interviewed so many people and has had so many conversations that he brings a wealth of knowledge to the show. The Salesman

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28:51

Episode 84: Optimizing the Marketing for a Sales...

Predictable Prospecting"s Podcast ·

2017/12/26

The top of the funnel and improving, augmenting, and optimizing the ability to start conversations with whales on a consistent basis for higher revenue and a higher lifetime value is at the top of most listeners minds. Hardy Kalisher is the Executive Director of Parallel Path out of Boulder, CO. He is here today to talk about more of the marketing side of things. His focus is generating awareness and serving up those great opportunities for us. Parallel Path is a digital marketing agency, and Hardy

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23:44

Episode 83: How to Drive Winning Behaviors - George...

Predictable Prospecting"s Podcast ·

2017/12/19

George Bronten the founder and CEO of Membrain is here today to talk about sales effectiveness and how to drive winning behaviors. Membrain is a sales effectiveness platform that helps complex B2B sales. There goals are to make it easy to execute your process, enable your team, coach effectively, and optimize your strategy. George is a lifelong entrepreneur with 20 years of experience in the software space and a passion for sales and marketing. Because of the Internet and global competition, George

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33:14

Episode 82: Top of the Funnel Focus - Jamie Crosbie

Predictable Prospecting"s Podcast ·

2017/12/12

Jamie Crosbie is here today to talk about the top of the funnel. Jamie has experience all the way through the funnel and knows a lot about the pipeline. For the show, I asked her to focus on the top of the funnel, but if you like her processes and workflows by all means get in touch with her because she has a lot to share. Jamie has over 20 years of experience in sales leadership and the talent acquisition industry. She founded ProActivate over 13 years ago. ProActivate partners globally with

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38:07

Episode 81: The Characteristics of a Good Closer -...

Predictable Prospecting"s Podcast ·

2017/12/05

Process and metrics are so important, but there is a whole other side to selling. In this episode, I have a conversation with sales expert Mark SA Smith. We talk about selling professionally and being authentic. We talk about polishing the saw not only with systems and frameworks, but when it comes to the conversational side and speaking from the heart. Mark shares stories of exceptional sales professionals. Ones who have skills like caring about their customers success, having foresight, choosing

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