Predictable Prospecting's Podcast – Details, episodes & analysis

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Predictable Prospecting's Podcast

Marylou Tyler

Science

Frequency: 1 episode/11d. Total Eps: 158

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.

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🇬🇧 Great Britain - socialSciences
18/05/2026
#82
🇬🇧 Great Britain - socialSciences
17/05/2026
#57
🇬🇧 Great Britain - socialSciences
16/05/2026
#36
🇬🇧 Great Britain - socialSciences
15/05/2026
#30

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Score global : 42%

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Episode 161: Follow up and Follow Through - Jon Ferrara

Tuesday, May 18, 2021 • Duration 37:44

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 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:

Jon Ferrara

Nimble

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Episode 160: The Testimonial Process - Sam Shepler

Tuesday, April 13, 2021 • Duration 33:33

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.

Episode Highlights:

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:

Sam Shepler

Testimonial Hero

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Episode 151: The Membership Mindset - Robbie Kellman Baxter

Tuesday, October 13, 2020 • Duration 39:37

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 about cultivating good customers, and what listeners can do to get started on a membership mindset.

Episode Highlights:

How Robbie came to be an expert in her subject
Parallels to the SAAS world in Robbie's process
B to C companies vs B to B companies
How Robbie decided to write her book
Where to get started with a membership mindset
Indicators of good customers
Putting customers on a path to success
Whether surveys important at looking at where clients are
Top three things listeners can do to get started
The difference between customer support and customer success

Resources:

Robbie Kellman Baxter

The Forever Transaction

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Episode 61: Overcoming Fear and Making Emotional Connections - Jeb Blount

Tuesday, May 2, 2017 • Duration 47:54

Every SDR gets nervous when picking up the phone to talk to a prospect. We get scared of pushing too hard and getting a rejection, and we worry about offending our prospect or making them uncomfortable. How do you manage your own disruptive emotions so that you have the ability to influence the emotions of other people?

On this episode of Predictable Prospecting we're joined by Jeb Blount, founder and CEO of Sales Gravy and author of Fanatical Prospecting and a new bestseller: Sales EQ. We're discussing how to push past the flight or fight response that comes up when talking to clients and how to manage the emotions that make prospecting difficult.

Episode Highlights:

Jeb Blount's inspiration for writing Sales EQ
The fight or flight response in sales
How to control your own fear and anxiety while on the phone with a prospect
The Universal Law of Awareness in Sales
Identifying the different types of intelligence and making them work for you
Doing qualification the right way
Walking away from a prospect that doesn't value your time
The differences between having discipline and having habits
Jeb's steps for continuing your education

Resources:

Books Mentioned:

Insight Selling by Mike Schultz and John E. Doerr

by Matthew Dixon and Brent Adamson

Episode 60: The Language of Listening - Nigel Green

Tuesday, April 25, 2017 • Duration 31:25

As sales professionals we're often told to smile before speaking to a client so they can hear the friendliness in our voice, but how often are we trained on listening to the body language clues coming from the other side of the phone?

In this episode we're joined by Nigel Green of Evergreen Consulting, a lifelong student of sales and the psychology of buying and selling. Nigel is an expert when it comes to understanding the power of listening in sales, specifically on the types of language we use while listening and communicating with a prospect.

Episode Highlights:

Knowing when it's time to "get serious": How Nigel Green decided to focus on top of funnel
Creating a framework for language listening
Is it possible to read body language over the phone?
Red Flags: 8 signs that you're not listening to the prospect correctly
Nigel's top three techniques for connecting better with a customer
Implementing a training and roleplaying schedule for your sales team
More from Nigel Green

Resources:

Good to Great by Jim Collins
The 7 Habits of Highly Effective People by Stephen Covey
Ask by Ryan Levesque
Motivational Interviewing by William R. Miller and Stephen Rollnick
Love Nigel's philosophy on listening and want to learn more? Check out his 8 Ways To Master Client Resistance free PDF! You can also send him an email at

Episode 59: The Human Side of Sales - Diane Hamilton

Tuesday, April 18, 2017 • Duration 30:53

Have you ever taken a personality test to find out more about your strengths and weaknesses? Personality tests like the Myers-Briggs are great for revealing more about our inner selves, but they can also be useful when it comes to connecting with your prospects.

Our guest today is Dr. Diane Hamilton, author, speaker, and Emotional Intelligence expert. We're talking all about the human side of sales – how to connect with a prospect based on their personality type, doing research before the first conversation, and building up relationships over time.

Episode Highlights:

How can studying emotional intelligence and the psychology behind communications help us with sales?
Diane's method for identifying the personality type of a prospect within seconds
Using social media research to create a personality profile
Developing a relationship with a long-term prospect based on common interests
Preparing for the first call
Techniques for improving your confidence and tone in conversation
Diane Hamilton's radio show

Resources:

"Your body language shapes who you are" TED Talk by Amy Cuddy
Quiet: The Power of Introverts in a World That Can't Stop Talking by Susan Cain
It's Not You, It's Your Personality by Dr. Diane Hamilton
Want to hear more from Dr. Diane Hamilton? Visit her website for blog posts, videos, and information about her radio show! You can also connect with her on Linkedin, , and

Episode 58: Creating Content That Delivers Results - Jessica Mehring

Tuesday, April 11, 2017 • Duration 28:05

We hear it over and over -- consumers today are being bombarded with messaging and content from all sides. It's an information overload, and many businesses are struggling to cut through the clutter and target prospects in a loud and clear way.

Today's guest is an expert and consultant that helps companies do just that. Jessica Mehring is the CEO of Horizon Peak Consulting and the creator of a unique service called the Content Lab, which trains marketers and content creators on how to craft the perfect messaging. How does she do it? Jessica's method dives deep into the internal pain of the prospect, and her research-based content strategy strives to display the personality of your business.

Episode Highlights:

The inspiration behind creating The Content Lab
Why results are part of Content Lab's mantra
Fighting the content fatigue with targeted messaging
What's driving good content?
Jessica's pre-planning process for content strategy & utilizing the virtual focus group
Client stories and experiences
More than what's on the surface: Digger deeper into prospect pain
Identifying the important of open and click-through rates
Following the customer's emotional journey
What's next for Jessica Mehring

Resources:

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Episode 57: The Power of Prezi

Thursday, April 6, 2017 • Duration 26:52

Prezi is the revolutionary new presentation software that'll change the way marketing and sales professionals think about making connections with clients. What makes Prezi unique from a standard PowerPoint presentation? Prezi harnesses the power of visual thinking by creating a visual roadmap of the story you want to convey to a viewer. In this interview, we discuss the how and why behind visual thinking, using Prezi to track consumer engagement, and how to begin using Prezi in your workplace.

Episode Highlights:

Tracking engagement
How a tool like Prezi can shorten the sales cycle: Conversational Presenting
Identifying how people think
Retraining your brain to see the Prezi roadmap
Customer examples
Getting started with Prezi

Resources:

Prezi Customer Stories:

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Episode 56: Making a Good First Impression - Andy Paul

Tuesday, April 4, 2017 • Duration 37:16

As technology becomes a bigger and more necessary tool for doing business, Sales Development Reps who are still in the beginning stages of their career can find it difficult to truly connect with a prospect when using any form of communication other than email. The "human touch" component of sales is absolutely crucial to closing the deal with a client, but can it be taught to a new generation of SDRs?

Our guest today is Andy Paul, Founder of Zero Time Selling and host of the sales strategy podcast Accelerate!. We discuss how buyers form perceptions of SDRs, the importance of first impressions, and Andy's process for engaging clients and connecting on a more human level.

Episode Highlights:

Blending sales technology with a human touch
When does a prospect first form an opinion about you?
Creating a good first impression even with non-verbal communications
Lock your cell phone in your desk drawer: Why multi-tasking won't help you get more done
Doing prep work for your first verbal conversation with a prospect
Asking the right questions
Making yourself different from the competition
Breaking away from talking about the pain points of the client
Speaking to the CEO like he's your peer
More from Andy Paul

Resources:

Thinking Fast and Slow by Daniel Kahneman

The Science of Selling by David Hoffeld

by Nancy Duarte

Episode 55 Connecting with Prospects in a Meaningful Way - Mark Galloway

Tuesday, March 28, 2017 • Duration 28:46

In today's episode we're chatting with Mark Galloway of Oppsource, a unique sales development software that organizes your sales day, keeps track of your prospects, and outlines a campaign for engaging your top clients in deal-closing conversations. We discuss the inspiration behind Oppsource and how it can help you meaningfully connect with prospects in an increasingly digital world.

Episode Highlights:

Why sales companies need to put money into mentoring, educating, and supporting their sales reps
Understanding and implementing discrete account intelligence
Mark Galloway's background and Oppsource
How Oppsource can quadruple your communication with prospects
SDR touch sequences
The ideal client
Personalization versus automating contact with prospects

Resources:

Oppsource Sales Development Software

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Predictable Prospecting's Podcast – Details, episodes & analysis

Podcast details

Recent rankings

Apple Podcasts

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Predictable Prospecting's Podcast – Details, episodes & analysis

Podcast details

Recent rankings

Apple Podcasts

Spotify

Shared links between episodes and podcasts

Other99+

Amazon93

LinkedIn99+

RSS feed quality and score

Publication history

Latest published episodes

Similar podcasts and content

Related Shows Based on Content Similarities

Apple Podcasts

Spotify

Related Shows Based on Content Similarities

Other99+

Amazon93

LinkedIn99+