Predictable Prospecting's Podcast

Today’s guest is Marc McNamara, Chief Enablement Strategist at The Value Shift, a company that presents a unique solution to the sales productivity challenge. We’re here to talk about Marc’s experience with team enablement, how to get the best out of your top-of-funnel conversations, and finding the root of your buyer’s behavior. Episode Highlights: Introducing Marc McNamara What is a Chief Enablement Strategist? Understanding buyer behavior Generating meaningful conversations Finding the next step as a rep: Training and continuing education The nuts & bolts of building a repository How to track your best conversations Resources: Connect with Marc McNamara on LinkedIn, through The Value Shift website, or by emailing him direct at mmcnamara@thevalueshift.com Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline by Marylou Tyler Quotes/Tweets: “Selling is an art and a science”- Marc “Realize your prospects have a problem that can be solved, and then figure out how to uniquely add va

How do you become a strong leader? How do you encourage your team to be not just good, but great?  My guest today is an expert on managing sales teams and the author of Seven Steps to Success for Sales Managers: A Strategic Guide to Creating a Winning Sales Team Through Collaboration. Max Cates is here to discuss why sales managers should focus on continuous improvement, what separates the good managers from the bad, and using the Six Sigma process for eliminating defects and improving your team. Episode Highlights: How Max Cates got started in sales management Discussing Seven Steps to Success for Sales Managers Why sales superstars make poor managers Implementing a tactical plan for your sales team The millennial sales team Six Sigma for sales The McKinsey Issue Tree Setting good stretch goals Resources: Seven Steps to Success for Sales Managers: A Strategic Guide to Creating a Winning Sales Team Through Collaboration by Max Cates Six Sigma McKinsey Issue Tree Connect with Max Cates on Linkedin Quote

Facebook, Twitter, Instagram, Linkedin – there’s a huge chance that your ideal customer has an account on at least one of them. As our role as business developers continues to evolve, the technologies and techniques we use to connect with prospects has changed as well. My guest today is Kurt Shaver of The Sales Foundry, an expert on leveraging social selling and using Linkedin as part of the sales process. We discuss how to research and connect with prospects on Linkedin, becoming an business expert on your social media platforms, and the essential skills all new sales development reps need to have. Episode Highlights: Why is social selling important? The evolution of Linkedin: Outbound prospecting and inbound marketing Inbound marketing for the new SDR Broadcasting and curating Essential outbound marketing skills for the new SDR Working in time blocks while prospecting on Linkedin Researching and using Linkedin as a disqualification machine What does Kurt Shaver do? Resources: Connect with Kurt Shaver on L

On this episode, I’m interviewed by my longtime friend and colleague Gabriel Padva. Gabriel is the founder and principal consultant at 30,000 FT Strategies, a company that focuses on helping companies communicate with their prospects. He is also a CRO at Revenue Accelerator Inc. We go in-depth into the role of the sales development rep, including how to hire them, train them, and promote them into upper management positions. We also discuss the do’s and don’ts of cold emailing, my must-have tools, and the best sales advice I’ve ever gotten. Episode Highlights: Marylou’s process for identifying new prospects and driving sales Why is sales team specialization important? The evolution of the SDR Client metrics Understanding the ideal account profile Building your list Is the phone still relevant for the SDR? How to work the internal referral system Hiring the best SDR: References, interviews, and skill tests Critical KPI’s The do’s and don’ts of crafting cold messaging Must-have technology tools of 2016 The be

Are you catching minnows when you want to be catching whales? Netting the high-value prospects requires engaging many different people in the organization in conversation. In this episode, I’m interviewed by Joseph Dager of the Business901 podcast. We discuss my new book, Predictable Prospecting, why cold calling is the best method of prospecting available for netting those whales, and how to encourage your sales team to embrace the cold calling process.   Episode Highlights: Mary Lou Tyler’s background and career path How to best use Predictable Prospecting Cold calling, personas, and outbound marketing Why do salespeople resist the cold calling process? Other methods of prospecting Leaving voicemails Getting past the gatekeeper After the sale: Reselling, renewing, and getting referrals Warming up the chill: Software recommendations How important is a process to a company?   Resources: Joseph Dager and Business 901 Yesware Outreach.io Toutapp SalesLoft Follow Marylou on Twitter and connect with her on Li

Our guest today is Keenan, who is a sales expert, speaker, and owner of A Sales Guy, a leading sales management consulting company. We discuss his unique process for identifying the problems your business solves, the personal buying motivations of your prospects, and the key exercises and role play scenarios for connecting with your clients. Episode Highlights: How to get your prospects to want to talk to you Selling to the current state, the gap, and the future state What critical problems does your business solve? Dissecting the product The buyer persona versus the personal buying motivation What should your first conversation with the buyer be about? Keenan’s epiphany moment The “wake up the chill” campaign Filling up your table The mobile dry cleaner: a practical example of Keenan’s philosophy Resources: SPIN Selling by Neil Rackham Visit Keenan’s website, A Sales Guy, for his blog and more information on booking Keenan as a speaker, consultant, or recruiter A Sales Guy Univesity Keenan’s Youtube chan

In this episode of Predictable Prospecting, I’m interviewed by TinderBox on my predictions for the future of the world of sales and sales technology. We also discuss training sales teams to have meaningful conversations with prospects while using sales acceleration technology and the rise of social selling. Episode Highlights: What’s going to change in the world of sales in 2017? Using technology to create meaningful conversation Client tiers and personalizations How do you train a sales team to connect with prospects? Sales and the call center mindset Social selling Predictions for the fourth medium of selling Resources: SalesLoft Outreach Inside Sales

Are you running a “one-man show”, where you do absolutely everything yourself – from building the pipeline to closing the sale? How effective is your current system? On this episode we’re joined by Pleasant Rich, the Director of Enterprise Sales at Outreach, a team-based sales communication platform. We discuss the benefits and challenges of separating roles on the sales team, why you shouldn’t try to fill every role yourself, and how to make the transition between roles as seamless as possible. Episode Highlights: Challenges with having more aware buyers Passing the baton from top of funnel, to sales, to close Working through the four categories of authority SDRs and BDRs The evolution of the 15 minute call How many opportunities can you really generate? Planning, testing, and executing Doing every role versus following a separation model: Pleasant’s experience Training and roleplaying Challenges, tips, and tricks to separating roles Resources: Outreach.io Connect with Pleasant on Linkedin Quotes/Tweets: “

Plenty of companies struggle with crafting the perfect cold email. It’s either too long, too short, too impersonal, or it just doesn’t connect with your buyer. Identifying what’s missing and how to fix it can seem impossible, but our guest today has the process down to a science. We’re joined by Bob Kelly, my partner at Strategic Pipeline and contributor to my new book Predictable Prospecting. Bob is a leading chief strategist and sales expert, and an absolute genius at helping clients achieve maximum growth by writing the right messages to the right buyers. We discuss our work with Strategic Pipeline, current trends in account-based selling, and Bob’s best tips for crafting cold emails that engage your buyer.   Episode Highlights: Introducing Bob Kelly Common marketplace trends: Products and ideal customers Sales conversations and buyer personas How to make the most of the current trends in account-based selling Engaging with the ideal contacts in a company: hyper-personalized selling Selling to multiple ti

Recent studies have shown salespeople fail to make quotas when they don’t have the knowledge of their product to have a value-adding conversation with their clients. Where does this gap come from, and how can we close it to connect with our prospects? Today’s guest is Max Traylor, a marketing consultant who specializes in sales enablement. We discuss how to best close the gap between marketing and sales, why millennials don’t trust the internet, and how to best personalize your sales content to target the prospects who matter the most.   Episode Highlights: Introducing Max Traylor What are the biggest obstacles for sales professionals to overcome? The gap between marketing and sales Why millennials prefer speaking to sales reps over researching on the Internet The technology gap in sales Knowledge is power: Learning to close the gaps Defining and tweaking the buyer persona Personalizing sales content on a small and large scale Targeting at the top of the pipeline What’s next for Max Traylor? Working on three

On this episode of Predictable Prospecting, we are joined by Mark Hunter, otherwise known as The Sales Hunter, a sales consultant and author of the must-read book, High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results. We discuss some of the top techniques outlined in his book, Mark’s opinion on the best time to call your prospect, and why prospecting is the most entertaining part of the sales process. With his infectious energy and wealth of knowledge, it’s easy to see why Mark Hunter is one of the most sought after sales consultants working today.   Episode Highlights: Mark’s motivation behind writing High-Profit Prospecting Different prospecting processes for different personas Chasing an outcome The worst strategy for prospecting Top three strategies from High- Profit Prospecting Cycling your sales calls   Resources: Predictable Prospecting by Marylou Tyler High Profit Prospecting by Mark Hunter Visit Mark Hunter at The Sales Hunter to book him fo

On this episode, I’m interviewed by Stephan Spencer of Marketing Speak podcast. We discuss the intersection of sales and marketing, the steps to building a successful pipeline, and my favorite marketing initiatives and social proofs. I also give Stephan Spencer tips on how to improve his conversations with prospects, my best book recommendations, and a few of my top coaching practices.   Episode Highlights: What’s new in Predictable Prospecting? Creating meaningful conversations: Email and voicemail Assembling buckets and creating a value grid Top account-based marketing initiatives Defining the funnel and key metrics Fit sequence and nurture sequence The Five-Step System CRM recommendations Top coaching tips Book recommendations Sales enablement Favorite forms of social proof   Resources: Predictable Prospecting by Marylou Tyler CRM Recommendations: Microsoft Dynamics NetSuite Book and Author Recommendations: Drayton Bird Joseph Sugarman Denny Hatch David Ogilvy How to Write a Good Advertiseme

Our world today feels smaller than ever, largely due to advancements in communication and technology, making plenty of business owners wonder: Should I expand my services abroad? My guest today is Hans Peter Bech, author of the bestselling book Building Successful Partner Channels and managing partner of TBK Consult, a company that helps IT groups break into foreign markets. We discuss the intense planning and logistics behind expanding a business, how culture impacts sales, and Hans Peter Bech’s suggestions for anyone considering making the jump into a foreign market. Episode Highlights: Who is Hans Peter Bech? Why you should take your company global Partner channels and foreign markets Challenges to expansion for IT companies How doing business differs from country to country Why planning is essential to expanding your business Hans Peter Bech’s top tips for going global Resources: Predictable Prospecting by Marylou Tyler Business Model Generation: A Handbook for Visionaries, Game Changers, and Chal

My new book Predictable Prospecting is set to inspire sales teams all over the world to reformat and build their B2B sales pipelines. Curious to know more about the writing process behind the book? This episode features a conversation with Jeremey Donovan, my co-author on Predictable Prospecting, as we discuss our reasoning behind writing the book and what we think sales representatives can get out of our methodology. Jeremey Donovan is the Head of Sales Strategy at Gerson Lehrman Group. When he isn’t at his day job, you can find Jeremey serving as an adjunct professor at the NYU School of Professional Studies or writing and speaking about Public Speaking - his book How To Deliver a TED Talk topped the bestseller list both domestically and internationally. Episode Highlights: Background : The “Why” behind Predictable Prospecting The effect of automation on sales Roleplay as a training tool Timeblocking in the workday The “Keep or Kill” technique Resources: Pre-order my new book Predictable Prospecting: H

Content is what moves a prospect through the sales pipeline. How do you know what content to create and when to deliver it? On this episode I discuss how to use thought stages to plan inbound marketing efforts. I believe that every sales conversation has the potential to provide valuable information. Tracking and using details such as prospect awareness and pain points helps fine tune content and increases conversions. Episode Highlights: Uncovering personality and pain points of ideal clients How to learn from a “no” The importance of a call to action How to use immediate feedback Identifying where a prospect is on the spectrum of awareness Using thought stages    Quotes/Tweets: "You owe it to the right markets to really reach and serve them." - Jay “Ask meaningful questions, not vanity questions.” - Marylou "All categories of buyers, all stages of buyers, they're not all worth the same." - Jay

On this episode of Predictable Prospecting, Marylou Tyler herself is interviewed by Andy Paul, host of the sales podcast Accelerate.   If you’ve ever wondered about the process of writing Predictable Revenue and Predictable Prospecting, Marylou’s thoughts on the true role of Sales Development Reps, and her top tips for identifying your ideal customer, then this is an episode you don’t want to miss! Episode Highlights: Introducing MaryLou Tyler Writing Predictable Revenue with Aaron Ross Is Predictable Revenue still relevant? Intraday calling and fearing the phone The inspiration behind Predictable Prospecting Sales Development Reps: usage, burnout, and hand-off points Targeting companies with the fastest velocity and highest lifetime value Ideal prospect personas within the pipeline The five levels of awareness Varying methods of outreach How Marylou would fix stalled sales fast Marylou Tyler’s top attributes Must-read books and favorite music Resources: Predictable Prospecting by Marylou Tyler Send Ma

On this episode of Predictable Prospecting we’re joined by Jeb Blount, founder and CEO of Sales Gravy and author of Fanatical Prospecting. A leader in Sales Acceleration, Blount’s unique approach to prospecting makes him a sought-after trainer, keynote speaker, and advisor. Join us as we discuss his personal sales philosophies, the lessons he’s learned from advising million-dollar companies, and the techniques you can start using today to strengthen your pipeline and boost your revenue.   Episode Highlights: Introducing Jeb Blount Why balanced prospecting is the best technique Targeting direct and indirect influencers Voicemail as a marketing tool Jeb Blount’s method for improving sales How sales has changed over time Using empathy Why smart companies constantly train their employees   Resources: Predictable Prospecting by Marylou Tyler Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling

So you’ve read the books and you’ve taken the classes, but something about predictable revenue and prospecting isn’t working for you the way you’d like it to. Maybe you’ve seen some success but it hasn’t been quick enough or at the level you want. Maybe you’re a startup struggling to get the system in motion. Today’s guest has the perfect solution for you! Alicia Anderson provides the key to the process as a prospecting outsourcer. Not to be confused with a lead generation service, Predictable Revenue outsourcing builds custom client target lists, develops the conversation, finds the ideal clients, and is with you every step of the way when building your ideal pipeline.   Alicia Anderson began her career as a fashion merchandiser. After reading Predictable Revenue and training with Aaron and I, Alicia entered the sales world as a B2B sales coach and strategist. As part of her role with Predictable Revenue, Alicia specializes in creating engaging content that encourages the customer to lean into the product. E

Many of today’s startups have either time or money, rarely both. That leaves the minimal staff to handle important tasks that are usually completed by a dedicated (educated) team. How does the CEO of a lean startup write compelling sales copy on his own? Joanna Wiebe created Copyhackers to ensure that startups have a place to learn how to communicate with their audience. Joanna Wiebe is the founder of Copy Hackers; an online resource dedicated to teaching startups how to write compelling web copy. Joanna left a position as a corporate copywriter to pursue her love of helping startups. In addition to informational products for startups the site offers certification courses for copywriters. Joanna loves the hunger of startups and is committed to growing her resource into a multi-million dollar business.   Episode Highlights: What were Joanna’s first thoughts about the title of “copywriter”? How did Joanna’s education in Humanities influence her teaching? When should a startup begin considering copy? The emotio

For the 21st century professional, an insatiable desire to learn is crucial for staying afloat in an ever-changing market. The face of sales and marketing has seen big changes due to technology, but the constant introduction of new apps and tools can make some sales teams feel overwhelmed by the sheer mass of new information. So how do you build your skillset and education without getting lost? Companies like Sales Hacker Inc. make it easy for sales reps and developers to learn about and take advantage of these tools and techniques by hosting conferences, facilitating workshops, and compiling information for companies big and small. Jake Spear is a leading sales executive with Sales Hacker Inc. After beginning his career as a management trainee for a semi-trailer leasing company, Jake Spear used his skills in cold calling and prospecting to move into tech sales and bring his experiences to Sales Hacker’s conferences and consulting. Episode Highlights:   Jake Spear’s sales journey Importance of continuing