50 episodes

The Sales Prospecting School podcast is hosted by John and Ted Stevenot. We are a weekly podcast that focuses on helping individuals and companies free themselves from obscurity and start generating leads. We cover topics such as: cold calling, email marketing, direct mail, SEO, PPC, social media, marketing automation, and more.

Sales Prospecting School John & Ted Stevenot

    • Business

The Sales Prospecting School podcast is hosted by John and Ted Stevenot. We are a weekly podcast that focuses on helping individuals and companies free themselves from obscurity and start generating leads. We cover topics such as: cold calling, email marketing, direct mail, SEO, PPC, social media, marketing automation, and more.

    050: How to build a prospecting machine!

    050: How to build a prospecting machine!

    This week I have been working on revising my original book, Prospect Factory, for modern times.

    In today's show we discuss the first chapter which lays out the basics of building a prospecting machine - or as the book calls it - a Prospect Factory.

    Learn how you can systematically and consistently create an abundant supply of new prospects for what you sell.

    Enjoy!

    You are invited to send questions and comments to me at my website: tedstevenot.com

    • 43 min
    049: Secrets of a 30 Year Successful Sales Prospector Revealed!

    049: Secrets of a 30 Year Successful Sales Prospector Revealed!

    In this episode I "show work" from the recent week.

    I am currently working on a manual for the podcast which assembles many of the important topics we have discussed over the years.

    I begin the process of creating the manual by writing a sales letter.

    In the show, I tell you all about how I did it. I share the template I use and make the case why every sales person - aka you! - should take some time to write a sales letter too.

    The biggest reason is because doing so makes you think deeply about how your products and services help customers get what they want.

    Did you know what you want is more persuasive than what you need?

    Find out why and more in this week's show.

    PS. Are you enjoying remote work? Do you want to learn how to be more effective working remotely and how to get more things done in less time? Then check out John Stevenot's book, Hacking Normal, on Amazon.com!

    • 31 min
    048: How to successfully work from home

    048: How to successfully work from home

    I have successfully worked from home for over 30 years. Today, I share my thoughts on how you can do it successfully too.

    Also, I share thoughts from John Stevenot's recently released book on working remotely, Hacking Normal (see Amazon.com,)

    Key tips center on - setting up a work space, getting technology in order, organizing your routine, considering various degrees of remote work, time-blocking to increase efficiency, planning for the future, and some unexpected benefits you may discover.

    I also talk about how to optimize your day and specific things you can do to balance your time against new demands - such as kids being home from school!

    Contact me at my website: tedstevenot.com if you have any questions or comments and thanks for listening!

    • 1 hr 4 min
    047: In Memory of John Stevenot (1990-2018)

    047: In Memory of John Stevenot (1990-2018)

    It has been a year and a half since John and I posted our last show together (Episode #046). The morning we were supposed to record Episode #047, I had a chalkboard marked up to talk about email automation - one of John's favorite topics,

    When John didn't show up at our scheduled 7a.m. recording time, I texted him, "Podcast today?" but there was no reply.

    Later that morning, we were heartbroken to discover that he had passed away quietly in his sleep sometime during the night.

    I recorded this show today - the first in 18 months - to announce the posthumous release on John's book, Hacking Normal, on Amazon.com. The book is about another of John's favorite topics - how to work remotely and gain more control of your time, location, and income.

    I also announce today that I am resuming the show and will soon begin uploading new episodes.

    Please join me in this episode to honor and remember the remarkable and irreplaceable John Stevenot!

    Thanks, Ted

    • 39 min
    046: The first thing you should say on a cold call.

    046: The first thing you should say on a cold call.

    In this episode of the Sales Prospecting School podcast, we cover the first thing (or set of things) you should say on a cold call.

    One of the biggest debates in the sales world is: how much information should you reveal to the prospect?

    Should you give your whole elevator speech without stopping or should you break things up in chunks?

    Ted gives his reasoning for why he believes that chunking is the best way to go about influencing someone during a cold call.

    • 47 min
    045: How to NOT fail with prospecting.

    045: How to NOT fail with prospecting.

    Today we discuss formulas for success - or failure - with prospecting and overall life. The secret is in the things we do every day, over time.

    Included is an excerpt from the great business philosopher Jim Rohn's presentation, "How to Have Your Best Year Ever."

    Jim says, "The formula for success is - a few simple disciplines practiced every day."

    There are a half dozen things that end up making make 80% of the difference. Learn how to establish routines in these critical areas that will build your knowledge, skills, and confidence.

    Done correctly over time, the routines you build become self-sustaining and pave the pathway to the success you want with prospecting, business, health, relationships, and with life.

    Enjoy!

    • 50 min

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