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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.

business management & marketing

All Episodes

37:44

Episode 161: Follow up and Follow Through - Jon Ferrara

Predictable Prospecting"s Podcast ·

2021/05/18

Contact management matters, maybe more than you already know. Today’s guest knows it, which is why he goes out of his way to learn and understand even more about the business he’s in on a regular basis. Today, you’ll hear about Jon Ferrara, founder and CEO of Nimble. Listen in to learn more about his history, what Nimble does and how it can help, and some of the many things that Jon knows about CRM and content management. Episode Highlights: History of CRM and contact management How long Jon has

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33:33

Episode 160: The Testimonial Process - Sam Shepler

Predictable Prospecting"s Podcast ·

2021/04/13

Word of mouth recommendation has always been an important part of sales. Testimonials are vital. So of course, if you can find a way to leverage customer testimonials in your sales process, you can sell more effectively and close faster. Sam Shepler’s company helps you do just that. Sam is the founder and CEO of Testimonial Hero, and in today’s episode, you’ll learn more about that company and what they do. Listen in to learn why Sam decided to start Testimonial Hero, why video testimonials are so

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39:48

Episode 159: Presentation Management - James Ontra

Predictable Prospecting"s Podcast ·

2021/04/06

Compelling presentations are always difficult to create, but they’re an essential part of sales. And now there’s something that can help you organize and curate your various slides and get them ready to become a compelling presentation. Today you’re going to hear from James Ontra, the creator of the presentation management platform and communication strategy hub Shufflrr. Learn how Shufflr works, the different ways that it can help, and what inspired James to create Shufflrr in the first place.

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42:57

Episode 158: Revenue Harvest - Nigel Green

Predictable Prospecting"s Podcast ·

2021/03/30

What do farming and sales have to do with each other, and why would you want to read a sales book written like an almanac? Today’s guest has thoughts about the connections between harvesting and sales, which is why he wrote the book Revenue Harvest: A Sales Leader’s Guide for Planning the Perfect Year. Listen in to hear more about Nigel’s work, where he gets started with his clients, and why he decided to write his book the way that he did. Episode Highlights: What Nigel does What equity-backed

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34:57

Episode 157: Mastering Transformative Habits -...

Predictable Prospecting"s Podcast ·

2021/01/05

In an environment where many, if not most, businesses are suffering, how does a company grow by 300% during a pandemic? Today’s guest made it happen, and he wrote a book about it. Listen in to today’s episode to hear Marylou interview Brandon Bornancin, the entrepreneur who founded Seamless.AI and the author of the soon-to-be-released book Whatever It Takes: Master the Habits to Transform Your Business, Relationships, and Life. Listen in to hear Brandon discuss what happened to prompt him to write

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39:06

Episode 156: Alignment to Accelerate Growth - Darrell...

Predictable Prospecting"s Podcast ·

2020/12/30

What is the best way to align sales and marketing for revenue growth? Today’s guest has answers. Darrell Amy is the author of the book The Revenue Growth Engine: How to Align Sales and Marketing to Accelerate Growth. Listen in to hear what Darrell has to say about the importance of processes, the power of interest, and the messaging of sales and marketing alignment. Episode Highlights: What got Darrell interested in writing a book The alignment between marking and sales and revenue growth The

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36:17

Episode 155: Serve Don’t Sell - Liston Witherill

Predictable Prospecting"s Podcast ·

2020/11/17

What’s the best way to sell services? How does selling services differ from selling products? How can you convince a prospect that a particular professional service is right for them? Today’s guest is Liston Witherill, and his message is: serve, don’t sell. Listen in to hear what Liston has to say about what “serve, don’t sell” means, what the success path for selling services is, and the four steps that he recommends. Episode Highlights: Why Liston got into professional services The success path

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40:55

Episode 154: Authentic Persuasion - Jason Cutter

Predictable Prospecting"s Podcast ·

2020/11/03

What is authentic persuasion? How do you build a rapport with a prospect? What does empathy have to do with making a sale? These are some of the questions that today’s guest will answer. Jason Cutter is the founder and CEO of Cutter Consulting Group and the author of the book Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker. Listen in to today’s episode to hear Jason talk about his book, the persuasion framework, and how to blend urgency, empathy, and rapport when

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36:40

Episode 153: Developing a Team Selling Strategy -...

Predictable Prospecting"s Podcast ·

2020/10/27

What do you know about team selling? What are the advantages to approaching sales from a team position? In today’s episode, you’ll hear from Trish Bertuzzi, founder and CEO of The Bridge Group and author of The Sales Development Playbook. Listen in to hear what Trish has to say about what team selling models look like, what the benefits of the team selling approaches are, and how you can start thinking about team selling as an option in your business. Episode Highlights: What team selling means

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32:19

Episode 152: What You Need to Know About Following Up...

Predictable Prospecting"s Podcast ·

2020/10/20

Following up is a vital part of the sales process that is often overlooked. Are you following up when you should be? What are the best strategies for following up? What method of follow up is most popular – and is the most popular method really the best method? To learn more, listen to today’s episode in which you’ll hear from Jeff Shore, who’s recently released a book geared toward giving you the information that you need to know about the importance of and best practices for follow up. Episode

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39:37

Episode 151: The Membership Mindset - Robbie Kellman...

Predictable Prospecting"s Podcast ·

2020/10/13

Over the years, it’s become more and more obvious that the subscription model is a viable business model for any number of products and services. How can you develop a membership mindset? What can successful subscription models teach you about sales? Today’s guest is the expert on the subject. Listen in to hear from Robbie Kellman Baxter, author of The Membership Economy and the new book The Forever Transaction. In today’s episode, Robbie discusses her background and qualification, what she knows

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28:21

Episode 150: Beyond Quotas and Commission - Clancy Clark

Predictable Prospecting"s Podcast ·

2020/08/18

Sales is more than numbers, quotas, and commissions, but it can be easy to lose sight of the value that you can bring to others through sales. Today’s guest is here to talk about going beyond the numbers and embracing service through sales. Clancy Clark is the author of a book called Selling by Serving: Find Fulfillment in Your Career and Sell More Than You Ever Thought Possible. He’s also the author behind a method that he uses for selling and speaking and coaching that teaches about how to have a

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30:52

Episode 149: Productized Consulting - Max Traylor

Predictable Prospecting"s Podcast ·

2020/06/09

Succeeding at the top of the funnel requires some out-of-the-box thinking, and that’s what today’s guest has skill and experience with. Max Traylor offers his clients productized consulting services and is the author of a new book called Agency Survival Guide. In today’s episode, Max discusses the impetus for the book, how he got into productized consulting, and why he uses the agency framing to talk about his clients. Episode Highlights: The impetus for Max’s book How Max first started to get

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34:04

Episode 148: Navigating Through Challenges - Kendra Lee

Predictable Prospecting"s Podcast ·

2020/05/12

As you start to think about what marketing and sales might look like in a post-COVID-19 world, it’s worth considering how you can be more prepared for another similar type of event. We’ve seen that the world can change overnight, and that often means changing your message, strategy, and even the channels that you use to communicate with your contacts. Kendra Lee is the founder and President of KLA Group out of Denver. Today, she joins the podcast to talk about the habits, workflows, tools, and other

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30:29

Episode 147: Maintaining Momentum - Simon Portwain

Predictable Prospecting"s Podcast ·

2020/05/05

Whether you’re new to sales or you’ve been in the game for a while and you’re looking for a way to achieve sales mastery, today’s guest has some ideas for you Simon Portwain is the author of a new book, Sales Icon: Selling in the Shadows. Simon joins the podcast today to talk about some of the ideas that he covers in his book. Listen in to hear what he has to say about sales momentum, developing a sales journey plan, and transitioners for salespeople. Episode Highlights: Why Simon was motivated

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44:54

Episode 146: The Importance of Practice - Michael...

Predictable Prospecting"s Podcast ·

2019/12/03

Is selling just a job, or is it a lifestyle? Is it possible that people normally seen as innovators are really just masters of sales? These are some of the topics addressed by today’s guest. Michael Hageloh is the author of the book Live from Cupertino. Michael spent 22 years working with Apple, then turned his attention to working with entrepreneurial startups. Listen to today’s episode to hear what Michael has to say about applying strategy to process, the importance of practice, and how practice

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36:05

Episode 145: Selling Above and Below the Line - Skip...

Predictable Prospecting"s Podcast ·

2019/10/29

How are C-Suite buyers different from the typical inbound lead buyers? How is the conversation different with these different types of buyers? Today’s guest is Skip Miller, sales training expert, President of M3 Learning, and author. In today’s episode, Skip discusses ideas from his new book Selling Above and Below the Line: Convince the C-Suite. Win Over Management. Secure the Sale. Listen in to learn more about the difference between above the line and below the lines sales, tools you can use to

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27:43

Episode 144: The Self-Reliant Entrepreneur - John...

Predictable Prospecting"s Podcast ·

2019/10/15

Can daily meditations help you develop your brand or find your purpose? To talk about that, John Jantsch of Duct Tape Marketing joins the podcast today. Listen in to hear what John has to say about his new book, why he was interested in putting out a book on daily meditations, and what John learned while he worked on putting the book together. Episode Highlights: How long John has been running Duct Tape Marketing John’s new book What got John interested in putting out a book on daily meditations

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28:41

Episode 143: Podcasting as a Sales Tool - Matt Johnson

Predictable Prospecting"s Podcast ·

2019/09/24

Podcasting is still a new and growing medium, but it has a lot of exciting potential as a sales tool, among other things. Today’s guest, Matt Johnson, is the founder of a podcasting production agency and he has explored some interesting ways to use the medium that may be valuable to sales professionals. Listen in to hear about Matt’s LinkedIn script, his strategy using podcasting, and the results rates that he’s seen from his methods. Episode Highlights: What Matt does and who he serves How

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35:39

Episode 142: Diversity in the Sales and Marketing...

Predictable Prospecting"s Podcast ·

2019/08/20

While the importance of diversity is stressed in many industries today, other fields are still known for being “old boys clubs” – and sales is one of those fields. Today’s guest is here to talk about diversity in the sales and marketing industry and what has and hasn’t changed for women in those fields. Natalie Severino is the Vice President of Marketing at Chorus.ai. Listen to the conversation to hear what Natalie has to say about the research studying differences between men and women in sales,

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158 results

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