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 161: Follow up and Follow Through - Jon Ferrara
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.
History of CRM and contact management How long Jon has been running Nimble Nimble’s relationship with Microsoft Where sales professionals are today Tools and processes for building relationships Why you need a process for serving others Nimble’s discount code: JON40 How a Twitter comment shifted into LinkedIn, email, and Jon’s calendar Working on staying top of mind to prospects, customers, and influencers Resources:
Episode 160: The Testimonial Process - Sam Shepler
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 important, and what the Testimonial Hero process is like.
Why Sam decided to start a company dedicated to testimonials What Sam was doing before Testimonial Hero Why Sam specializes in video testimonials How COVID changed things for Sam’s company What the process is like after testimonials are sent in What kicks a service like Sam’s into high gear Who can benefit from Sam’s service The specific benefits of video The process and timeline for Sam’s team How listeners can learn more about Testimonial Hero Resources:
Episode 159: Presentation Management - James Ontra
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.
Whether presentation management is a part of pitch decks How things are changing with COVID and how Shufflrr helps Why people need a library of slides How the speaker notes work Getting metrics from slide usage How to get started with curating slides James’s favorite onboarding experience Whether marketing drives the collection of assets Getting copies of a presentation What inspired James to develop Shufflrr How to check out Shufflrr Resources:
Episode 158: Revenue Harvest - Nigel Green
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.
What Nigel does What equity-backed means to Nigel Nigel’s international clients Where Nigel gets started with advising companies How well the companies that Nigel works with know their audiences How long Nigel works with clients What prompted Nigel to put sales advice into a book that reads like an almanac The problem with taking a short-term view Where to find Nigel online Nigel’s six-step hiring process Resources:
Episode 157: Mastering Transformative Habits - Brandon Bornancin
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 his book, how his company grew during the pandemic, and why it’s important to go all out for success.
Brandon’s book What happened to Brandon that resulted in him writing his book What Brandon’s company did to grow 300% in a pandemic The daily and weekly rhythms Brandon’s company used to enact their pandemic plan The okay-hour system Going all out for success Resources:
Whatever It Takes: Master the Habits to Transform Your Business, Relationships, and Life
Episode 156: Alignment to Accelerate Growth - Darrell Amy
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.
What got Darrell interested in writing a book The alignment between marking and sales and revenue growth The revenue growth engine processes The core numbers a business needs to know The power of interest The messaging of marketing and sales alignment How to get a focused message in a large company The step by step process outlined in Darrell’s book The tools available on Darrell’s website Resources:
Revenue Growth Engine
Text “revenue” to 21000
Tons of actionable tips and insights!
I really enjoy the actionable content and interviews on this show. Marylou is a great host, and is very strategic with her episodes and the content she delivers. If you want to receive a ton of value and actionable ideas for your sales funnel, subscribe and tune in to Predictable Prospecting!
Actionable and Easy To Listen To
Great podcast for all of those interested in and in need of stronger sales skills. Highly recommend!