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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.

Predictable Prospecting's Podcast Marylou Tyler

    • Zaken en persoonlijke financiën

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.

    Episode 150: Beyond Quotas and Commission - Clancy Clark

    Episode 150: Beyond Quotas and Commission - Clancy Clark

    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 more fulfilling sales career. Listen in to hear what Clancy has to say about the steps of his method, the role of empathy in sales, and how listeners can learn how to apply Clancy’s methods. 
    Episode Highlights: 
    How intuition and being human are the precursors for Clancy’s book How Clancy was able to create a series of steps for selling by serving Whether the steps should be followed in a particular order How empathy on the part of salespeople will factor into sales post-Covid-19 Looking at sales as a way of helping people Sincerity in sales The ways that listeners can learn about how to apply Clancy’s steps in their practice Method vs. Mastery Resources: 
    Clancy Clark

    • 28 min.
    Episode 149: Productized Consulting - Max Traylor

    Episode 149: Productized Consulting - Max Traylor

    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 residual passive income Blending consistency and customizability What Max discovered interviewing people on his podcast Separating strategy from implementation Three stages to residual income Why Max uses the agency framing The importance of a healthy balance in clients How Max plans to socialize the book Where listeners can find Max’s book Resources: 
    Max Traylor

    • 30 min.
    Episode 148: Navigating Through Challenges - Kendra Lee

    Episode 148: Navigating Through Challenges - Kendra Lee

    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 things that you can do on a daily basis that would prepare you for some event like this.
    Episode Highlights: 
    What type of work Kendra does with clients Why the work that Kendra does is important Leveraging the different technologies and channels available to you when you need to shift your message How the personas change when the message or channel changes What to do when you lose a channel or it becomes less effective Thinking strategically about the conversations that you need to have Involvement in the nurture sequence side of things Supporting sales reps Kendra’s favorite spots in the bottom of the funnel Kendra’s upcoming goals Resources:
    KLA Group

    • 34 min.
    Episode 147: Maintaining Momentum - Simon Portwain

    Episode 147: Maintaining Momentum - Simon Portwain

    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 to write this book What sales momentum is The framework around sales momentum How sales journey plans develop Where sales journey plans start What influences sales activity How momentum and journey are linked to transitioners Finding your success formula Resources: 
    Simon Portwain
    Sales Icon: Selling in the Shadows – Amazon
    Sales Icon: Selling in the Shadows – Barnes and Noble
    Email Simon: simon@sales-icon.com 

    • 30 min.
    Episode 146: The Importance of Practice - Michael Hageloh

    Episode 146: The Importance of Practice - Michael Hageloh

    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 applies to the concepts that Michael explains in his book. 
    Episode Highlights:
    Where Michael’s work fits in along the pipeline Applying strategy to process How practice applies to the concepts in Michael’s book How to put together a conversation to practice the conversation Selling as a lifestyle Disruptive revolution Building connections that lead to relationships Understanding the outlier How goals are one part of a system  Resources: 
    Live from Cupertino

    • 44 min.
    Episode 145: Selling Above and Below the Line - Skip Miller

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

    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 create an above the line narrative, and what to focus in in above the line conversations. 
    Episode Highlights: 
    Whether an SDR is naturally inclined to prefer inbound The different languages above and below the line Different value propositions for buyers above and below the line Tools to create an above the line narrative Whether inbounds are typically above or below the line Use cases where getting people to go above shortens the lag of time What above the line conversations focus on When to discuss what the new normal will look like Understanding above the line energy The ratio of questions in above the line conversations Call planning Importance of understanding both above the line and below the line conversations  Resources: 
    Skip Miller
    M3 Learning
    Selling Above and Below the Line

    • 36 min.

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