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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

24:30

Episode 80: Filling the Top of the Funnel With...

Predictable Prospecting"s Podcast ·

2017/11/14

If you are trying to figure out what to do next when it comes to starting new business and getting doors opened with high level decision makers. This show is for you. My guest today is Caryn Kopp of Kopp Consulting. Caryn’s business is all about opening doors and meeting with the right decision makers. If you aren’t talking to the right person it is impossible to close the deal. Caryn is also the author of Biz Dev Done Right which is all about uncovering and managing the blind spots in the sales

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26:10

Episode 79: Meeting Sales Challenges - Andy Zehren

Predictable Prospecting"s Podcast ·

2017/11/07

Whatever role you play in a sales position, there are a lot of moving parts and specific challenges involved with your unique role. Today, I talk to an account executive who has held many roles in the sales cycle and is passionate about making life for salespeople easier. We talk about his vast knowledge and lessons learned, along with how his company OppSource has developed a platform to make salespeople more productive. Today’s guest is Andy Zehren. I met Andy by chance, but discovered that he had

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08:49

Marylou Tyler - 7 Healthy Habits To Get More First...

Predictable Prospecting"s Podcast ·

2017/11/07

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33:57

Episode 78: The Ingredients of Personalized...

Predictable Prospecting"s Podcast ·

2017/09/26

The current trend with sales teams is moving away from generic messages and the batch and blast approach. The method that everyone's talking about and trying to focus on now is personalization. Customized methods can be incredibly difficult for an SDR to create. My guest today is an expert at personalization for sales teams and we discuss challenges and solutions for crafting personalized emails for effective sales. On today’s show, I am speaking with Kristina McMillan from TOPO a research and

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27:38

Episode 77: Sales Enablement - Cory Bray and Hilmon...

Predictable Prospecting"s Podcast ·

2017/09/12

There are a lot of definitions of sales enablement. What is it? How do we do it? Why does it matter? Having a process and mindset that extends across an entire organization can help enable salespeople to be successful. Still, it would help to have a clear plan and goal to get the most impact out of the enablement process. Today, I have two guests Cory Bray and Hilmon Sorey. Cory and Hilmon just happen to know a little bit about sales enablement. They are the authors of The Sales Enablement Playbook

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28:26

Episode 76 Stories as a Valuable Sales Tool - Jim O'Gara

Predictable Prospecting"s Podcast ·

2017/08/22

When people in sales hear the word story, they think the focus is on marketing. What if I told you that there was a way for sales executives to use story to frame their sales conversations? Story can be used to explain what a company does, the value they deliver, and how they are different. Story can also be used to begin a conversation, continue a conversation, and feed that all important sales pipeline. This week’s guest is Jim O’Gara the founder and CEO of Story Dimensions. Jim shares why he

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26:09

Episode 75: Using Video to Start Outreach...

Predictable Prospecting"s Podcast ·

2017/08/08

Starting a conversation is the first step in the sales process, and it is also a step that most salespeople would like to be more successful at. There are a lot of channels that can be used to start that all important first conversation, but today we are going to discuss an emerging channel that can generate curiosity and add that personal touch. Today, I am speaking with Fernando Silva who is a solutions associate at Wistia which is really the same role as a sales development rep or SDR. Wistia is

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24:30

Episode 74: Methods and Models for Productivity -...

Predictable Prospecting"s Podcast ·

2017/08/01

Every business from solo entrepreneurs to small business owners and people working within larger businesses need systems to create consistency, make the work easier, and achieve better results. Today, I speak with Nancy Gaines the CEO and Founder of Gain Advantages on systems and the process of creating systems to free up time and money and create opportunities for businesses of all sizes to scale. Nancy Gaines has been advising small businesses and Fortune 100 companies on how to increase

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34:49

Episode 73: Supplementing Sales Teams - Stephen Hayes

Predictable Prospecting"s Podcast ·

2017/07/25

Building, training, and growing a sales team can be expensive and time consuming. New businesses and especially growing businesses will need a team to move the sales and business process foreword and generate revenue to continue the growth. Our guest today is someone who has come up with a solution to the problem of creating and growing a sales team. Today, I speak with Stephen Hayes the founder of Inside Sales. Which is a group of on demand sales professionals that assist growing businesses with

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28:48

Episode 72: Prospecting as a Function of Sales -...

Predictable Prospecting"s Podcast ·

2017/07/18

Without prospects, there will be no sales. Yet, companies can struggle with incorporating prospecting into the sales process and getting people to balance the time spent prospecting compared with the all important task of closing the deal. This issue can be especially prevalent with leaner bootstrapped companies. Today, we will learn about an innovative method of solving this problem and attracting new sales talent. Today, I speak with Patrick Rodgers who is VP of Sales at LearnCore a leading

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41:26

Episode 71: Data Driven Sales - Jason Vargas

Predictable Prospecting"s Podcast ·

2017/07/12

Sometimes old school sales people forget the importance of data. Nothing can help shape and guide the sales process better than having the right types of data. I have a wonderful guest today, who challenges the sales status quo and the ideas of what types of data are important and how to apply that data to the sales process. Then we dig even deeper into the data side of sales. Jason Vargas works in the trenches as the Managing Director of Sales Development at Datanyze. If you aren’t familiar with

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36:52

Episode 70: Prospecting and Lead Generation Myths -...

Predictable Prospecting"s Podcast ·

2017/07/04

The number one problem most sales people say they have is lack of pipeline. Yet, lack of pipeline is usually a symptom of other issues. The three key issues that affect lack of pipeline are having the wrong mindset, using the wrong narrative, and executing the wrong activities. Today, I speak with LinkedIn’s most read author of B2B selling content. Tony Hughes is a sales improvement consultant and bestselling author. His new book Combo Prospecting: The Powerful One-Two Punch That Fills Your

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37:42

Episode 69: Powering the Sales Process With Automated...

Predictable Prospecting"s Podcast ·

2017/06/27

As an Executive Coach and Consultant, Bryan Franklin has helped multiple businesses pass the one billion mark in revenue. His newest venture, OutboundWorks, is the marriage of the traditional SDR role and the future of sales -- Artificial Intelligence, or as Bryan calls it, Augmented Intelligence. In this episode we’re talking all about using automated tools in the sales process: How to implement them, how they’ll affect relationships with prospects, and what it means for the future of sales.

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29:46

Episode 68: Inside the Science of Sales - David Hoffeld

Predictable Prospecting"s Podcast ·

2017/06/20

As we march down the sales pipeline, the more information we have the easier it is to connect the dots in the sales process. Having more information and better data makes us more strategic, scalable, and consistent. You are going to love today’s podcast because my guest is David Hoffeld, and he is all about the science of selling. He is the author of The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal, and he is the CEO and Chief Sales Trainer of

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31:06

Episode 67: Behind the Book Lightning Sales Ops -...

Predictable Prospecting"s Podcast ·

2017/06/13

As much as every SDR loves using technology and programs to help them connect with prospects, no one likes to spend valuable time filling out endless online forms and getting crushed by an avalanche of pre-set tasks. Our guest today is Matt Bertuzzi, VP of Sales and Marketing Operations at The Bridge Group and author of Lighting Sales Ops, a book about how to make SalesForce work for you. We’re talking all about the top issues SDRs and managers face when using CRMs like SalesForce, and how you can

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29:53

Episode 66: Accomplishing More Sales in Less Time -...

Predictable Prospecting"s Podcast ·

2017/06/06

How many times per day do you pick up your cellphone? We all do it -- mindlessly scrolling through our social media news feeds when we get a free minute, glancing over at every chime and vibration our phone makes throughout the day. While this behavior isn’t unusual, it’s definitely not beneficial. New research has shown that even these small interruptions are adding up to be huge distractions, sucking up tons of valuable time in the workday and leaving us feeling stressed and overwhelmed. Today’s

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32:27

Episode 65: Frontline Sales Strategies - Alea Homison

Predictable Prospecting"s Podcast ·

2017/05/30

Our guest today is Alea Homison, Vice President of Sales Strategy at GLG Group. What makes Alea different from some of our other guests is that she is actively working on the frontlines of sales every single day, training members of her team on the newest practices in sales enablement. She’s here today to discuss her work with GLG, her unique 3-stage hiring process for new SDRs, and her advice for curating the best sales environment possible. Episode Highlights: Alea Homison’s role and her unique

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32:11

Episode 64: Upfront Client Contracts and the Ability...

Predictable Prospecting"s Podcast ·

2017/05/23

Have you ever said “no” to a client and walked away from a deal? Maybe you knew that your services weren’t a good fit for their pain, or that they weren’t ready to hear the solutions you presented. In this episode we’re joined by founder and host of SalesTuners, Jim Brown. As a sales coach who specializes in every stage of the sales pipeline, Jim is an expert in client relations. He’s here to discuss his unique method of using upfront contracts: beginning a relationship by telling the client that

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29:57

Episode 63: Sales Organization Architecture - Tito Bohrt

Predictable Prospecting"s Podcast ·

2017/05/16

Building sales pods is the latest fad to hit sales departments worldwide, but is it really the best way to set up your team? In this episode we’re chatting with Tito Bohrt, CEO of AltiSales and Chief of Sales Staff at AppBuddy, about his unique concept of architecture of the sales organization. Bohrt walks us through his philosophy on POD and round robin factory models of organization, and when the best time to use each is! Episode Highlights: Introducing Tito Bohrt Defining the POD and the round

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28:36

Episode 62: The Dangers of Automating Your Sales...

Predictable Prospecting"s Podcast ·

2017/05/09

How many of us keep track of calls and personas using a process that feels way too complex and doesn’t deliver the desired results? Today we’re joined by Anthony Iannarino, international speaker, sales leader, and best-selling author. His new book, The Only Sales Guide You’ll Ever Need, is an absolute must-read for anyone who wants to sell more and sell better. In this episode we’re talking all about the dangers of automating your sales process, and the research and science that backs up Anthony’s

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158 results

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