Explore every episode of the podcast Predictable Prospecting's Podcast
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| Episode 161: Follow up and Follow Through - Jon Ferrara | 18 May 2021 | 00:37:44 | |
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:
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| Episode 160: The Testimonial Process - Sam Shepler | 13 Apr 2021 | 00:33:33 | |
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:
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| Episode 151: The Membership Mindset - Robbie Kellman Baxter | 13 Oct 2020 | 00:39:37 | |
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:
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| Episode 61: Overcoming Fear and Making Emotional Connections - Jeb Blount | 02 May 2017 | 00:47:54 | |
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:
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| Episode 60: The Language of Listening - Nigel Green | 25 Apr 2017 | 00:31:25 | |
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:
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| Episode 59: The Human Side of Sales - Diane Hamilton | 18 Apr 2017 | 00:30:53 | |
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:
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| Episode 58: Creating Content That Delivers Results - Jessica Mehring | 11 Apr 2017 | 00:28:05 | |
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:
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| Episode 57: The Power of Prezi | 06 Apr 2017 | 00:26:52 | |
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:
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| Episode 56: Making a Good First Impression - Andy Paul | 04 Apr 2017 | 00:37:16 | |
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:
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| Episode 55 Connecting with Prospects in a Meaningful Way - Mark Galloway | 28 Mar 2017 | 00:28:46 | |
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:
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| Episode 54: The Power of Asking Questions - Pat Helmers | 21 Mar 2017 | 00:28:55 | |
Do you clam up when you finally get on the phone with your prospect? Or worse, do you follow a pre-planned script without letting your prospect get a word in edgewise? On this episode of Predictable Prospecting we're joined by sales expert and host of the iconic Sales Babble Podcast Pat Helmers for a discussion on why listening is the most important part of sales. Pat shares his unique framework for qualifying sales leads, and walks us through his process for having a great conversation with a prospect. This episode is a must-listen! Episode Highlights:
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| Episode 53: Inside the 2017 Trends and Tech Guide For B2B Sales + Marketing - William Wickey | 16 Mar 2017 | 00:22:44 | |
In this episode we're chatting with William Wickey, an expert in media and content strategy at LeadGenius. LeadGenius recently teamed up with Prezi and Ambition to release their 2017 Trends and Tech Guide for B2B sales and marketing professionals. William is here to share insider tips and tricks for getting the most out of the information presented in the guide, who it can help, and how to implement these resources throughout your entire organization! Episode Highlights:
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| Episode 52: Connecting with Your Network - Vitor Bruno | 14 Mar 2017 | 00:23:34 | |
How many of us actually meet with clients and prospects face-to-face to pitch our products and ideas? In the USA it's almost unheard of to show up at your client's door wanting to talk business in person. In Brazil, "neighboorhood selling", or building relationships with prospects and your network by making in-person connections, is the standard way to do business. In this episode we're chatting with Victor Bruno, a Brazil-based sales professional and teacher, for a discussion on how to harness the power of social tools and the importance of connecting with your network. Episode Highlights:Introducing Vitor Bruno
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| Episode 150: Beyond Quotas and Commission - Clancy Clark | 18 Aug 2020 | 00:28:21 | |
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:
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| Episode 51: Asking the Right Questions - Deb Calvert | 07 Mar 2017 | 00:25:35 | |
Curiosity might have killed the cat, but it can save the sales rep! In this episode we're joined by Deb Calvert, President of People First Productivity Solutions and an expert on asking the right questions to target buyers at the top of funnel. Deb explains her innovative DISCOVER method for asking questions, why you shouldn't be afraid of negative feedback, and how to build trust and rapport over email communication.
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Want to chat with Deb? Email her at: deb.calvert@peoplefirstps.com
"Questions are one of the fastest ways to build bonds and create trust and rapport with people" - Deb "You have to try some things and not be afraid that questions will get negative reactions. They really don't, not nearly as often as we think they will" - Deb | |||
| Episode 50: Using Neuro-Linguistic Programming for Sales and Business - Erik Luhrs | 28 Feb 2017 | 00:44:24 | |
Did you know that as much as 95% of our decisions are made by the unconscious mind? For a sales professional, this means that nearly all of your selling power needs to be focused on connecting with a prospect on a deeper level than automated emails and trade show booths can provide. In this episode we're joined by the "Bruce Lee of Revenue Generation" himself, Erik Luhrs. As an author of the bestselling book Be Do Sale, creator of the GURUS Selling System, and a sought-after speaker and consultant, Erik is an established expert at using Neuro-Linguistic Programming to target the unconscious mind of prospects and create messaging that sets one business apart from the pack. Erik explains the philosophy behind NLP and why it works, his process to becoming the Bruce Lee of the business world, and how anyone can begin using his methodology to boost sales! Episode Highlights:
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"Sending a buyer 20 automated emails is kind of like trying to beat the person into submission to say 'Yes'. Even if the person buys, they're not buying happy. They just succumbed to the pressure" - Erik "Humans function 99% subconsciously. When you're trying to talk conscious and logic to people, the subconscious just shoots that stuff right down." - Erik "Either you take the path of most resistance, which is how everybody does it, or you take the path of least resistance, you get to the same outcome but one gets you there faster with a lot less expenses because you don't have to keep posting, paying and praying, and it makes you a lot happier." - Erik "Do you truly love what you sell? Do you think it's really valuable? If you don't, then get to square one which is find a job selling something you do really believe in." - Erik | |||
| Episode 49: Sales Messaging, Streamlining Email Engine, and Finding a Process that Works - Patty Laushman | 21 Feb 2017 | 00:25:48 | |
Today's guest is Patty Laushman, founder of Revenue Catapult and an expert at helping B2B companies create a sales process that puts their products in front of the prospects who need it the most. She's here today to dispel the myth that salespeople can't write good messaging, explain how a successful email marketing campaign will have your prospect excited to continue the conversation over the phone, and how she got started in the B2B market. This episode is a must-listen for any sales professional who wants to streamline their email engine and find a process that works! Episode Highlights:
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Quotes/Tweets: "If you are focused on a niche you can craft a compelling message there. As long as the market actually wants to solve that problem." - Patti "The email engine is a fabulous engine but if you put crap in it, you're going to get crapped out of it." - Marylou | |||
| Episode 48: Using Ambition for your Sales Pipeline - Jeremy Boudinet | 14 Feb 2017 | 00:31:51 | |
There are plenty of different resources available for sales management and sales performance, but few that offer transparency, accountability, recognition for meeting goals, motivation for your team, and development opportunities quite like Ambition. Today we're joined by Jeremy Boudinet, the Director of Marketing at Ambition and a key player in the AAISP. Jeremy describes how Ambition can be used by your sales team at every point in the pipeline, from connecting with prospect all the way to closing the sale. Sales Managers take note, this is one episode you won't want to miss!
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Quotes/Tweets: "Benchmarks keep you from being in the eleventh hour, 59th minute, questioning 'Where am I relative to where I should be?'' - Mary Lou Tyler "You want your account managers calling your clients and not emailing them" - Jeremy | |||
| Episode 47: Creating a Better, Effective, & Stronger Content Strategy and Sales Process - Matt Heinz | 07 Feb 2017 | 00:30:12 | |
We've all been there -- you finally get your prospect on the phone, ready to have that conversation you've been chasing, and you just can't manage to get the right message across. Or you're trying to follow up with a promising lead, but the marketing content on your website just isn't enough. How do you bridge the gap between sales and marketing? On today's episode we're joined by Matt Heinz, president of Heinz Marketing Inc, an expert at using conversation to reduce lag in the pipeline. He's here to share his philosophy on creating a stronger content strategy and why sales and marketing departments have to redefine their working relationship. Episode Highlights:
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Quotes/Tweets: "There are an awful lot of marketers and salespeople who have great things to say and simply can't get them across" - Matt "Good sales is not just about nailing that call and nailing that conversation, it's about doing that over and over and over again" - Matt | |||
| Episode 46: Best Tips for 2017 Revenue Planning - Daniel Barber | 31 Jan 2017 | 00:36:43 | |
What would you say if someone told you your business could reach $100 million in revenue in just seven years? On this episode we're joined by Daniel Barber, the VP of Sales at Datanyze. Daniel is an expert on analyzing the data of a business to determine where revenue goals should be set and how best to reach them, and he's here today to share some of his best tips for 2017 revenue planning with our listeners. Episode Highlights:
Resources: Get in touch with Daniel Barber by sending him an email at daniel@datanyze.com, following him on Twitter, or connecting with him on LinkedIn Quotes/Tweets: "The year of specialization is definitely here"- Daniel "We discovered a lot of numbers, again, planning is something that it's like that New Year's resolution. Unless you actually plan to do it and actually execute on it, it's just that gym membership that just never really worked." - David | |||
| Episode 45: Creating your Ideal Sales Process via Cold Calling - Wendy Weiss | 24 Jan 2017 | 00:34:47 | |
This week we're chatting with the Queen of Cold Calling herself, Wendy Weiss. Many of us struggle with using the telephone in a sales world that feels like it's moved online – it's hard to get a prospect to pick up the phone, and we're so out of practice that we fumble with what to say when we finally reach them. It may sound crazy or outdated, but speaking on the telephone is still the most effective way to reach your prospects and have conversations. As a speaker, sales trainer, and author, Wendy has established herself as an expert in utilizing the telephone to connect with prospects and close deal after deal. Episode Highlights:
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Quotes: "Being on the telephone is the next best thing to being in front of your prospect"- Wendy "If you need to sell more, you need to use the phone!"- Wendy "Having a script while phone prospecting enables you to be the very best self that you can possibly be"- Wendy | |||
| Episode 44: Common Environments that Breed Sales Issues - Lori Richardson | 17 Jan 2017 | 00:31:28 | |
This week we're chatting with the CEO of Score More Sales and the president of Women's Sales Pros, Lori Richardson. As an expert in helping people become better leaders, build better sales teams, and ultimately increase company sales, Lori is here to explain the most common environments that breed sales issues and what you as a salesperson deserve from your manager. Lori is also a champion for women in the sales industry, and we discuss her reasons why companies aren't getting the strong female job candidates they want and need. Episode Highlights:
Quotes: "It takes many 'whys' to get to the bottom of things"- Lori "At the top of the funnel, companies are more alike than not"- Marylou "You have to have somebody in your corner, specifically your sales manager, and they need to coach you and help you develop professionally"- Lori "To see leaders who are both men and women, who are different ages, young and old, it's really important to be able to see that because it helps people to better envision themselves in those position"- Lori | |||
| Episode 43: Marketing and Sales for Small Businesses - Melinda Emerson | 10 Jan 2017 | 00:37:05 | |
This week we're chatting with Melinda Emerson, a consultant, author, and speaker otherwise known as "SmallBizLady". Melinda is America's #1 Small Business Expert and was selected by Forbes as the #1 Most Influential Woman for Entrepreneurs. Melinda is full of anecdotes, tips, and tricks from her 17-year career working with small businesses, and she's here to share her expertise on connecting with entrepreneurs and having meaningful conversations.
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Favorite Quotes: "Anyone will buy something once, but the goal is to get them to buy over and over again" "The best way to build a trusting relationship is through communication, especially online" "There's 23 million small businesses. There's only 1800 large ones" "I believe your business should be working for you" | |||
| Episode 42: Marylou Tyler's Book Bites - Predictable Revenue and Predictable Prospecting | 03 Jan 2017 | 00:23:47 | |
Many readers have reached out to me wanting to know my favorite parts of my new book, Predictable Prospecting, and my advice for tackling the process I've outlined. This week I'm breaking down Predictable Prospecting chapter-by-chapter and picking out the most important concepts you need to know, areas that have been updated since Predictable Revenue came out, and how to get the most from the book in terms of worksheets and add-ons. Episode Highlights:
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Favorite Quotes: "The Predictable Prospecting process is not something that you learn and then leave. You're continually improving." "The biggest thing I can tell you is that you are all fabulous writers. You have the ability to write the perfect email, an email that's going to cause people to lean into their computer and be completely excited that you have written to them." | |||
| Episode 149: Productized Consulting - Max Traylor | 09 Jun 2020 | 00:30:52 | |
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:
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| Episode 41: Understanding Buyer Behavior - Marc McNamara | 27 Dec 2016 | 00:28:30 | |
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:
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
"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 value to them." - Marc "Salespeople are about helping the customer"- Marc "People, once they're trained, will forget it all a week later"-Marylou | |||
| Episode 40: Strategic Guide to Creating a Winning Sales Team - Max Cates | 20 Dec 2016 | 00:38:12 | |
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:
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Quotes/Tweets: "Great salespeople usually make poor managers" - Max "The lone wolf manager can't manage a millennial sales team. They like collaboration." - Max 'It's a lot easier to be a successful leader than it is to be a poor manager."- Max "Stretch, but don't overstretch when you're making goals" - Max | |||
| Episode 39: On Social Selling and Linkedin - Kurt Shaver | 13 Dec 2016 | 00:34:40 | |
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:
Resources: Connect with Kurt Shaver on Linkedin, follow him on Twitter, and visit him on the web at The Sales FoundryQuotes/Tweets: "The primary function of Linkedin is lead generation"- Kurt Shaver "When everyone is on a social network, each person is essentially a mini marketer"- Kurt "Your number one priority is to leverage a common connection with your ideal customer"- Kurt "Ten connections per day, 22 business days per month, means 220 more connections. That's how you build your network" - Marylou | |||
| Episode 38: [Interview] Marylou Tyler and Gabriel Padva - Role of the Sales Development Rep (SDR) | 06 Dec 2016 | 00:53:07 | |
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:
Gabriel's question checklist for checking references of potential SDRs Tool Recommendations: Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline by Marylou TylerQuotes/Tweets: "Always be testing, measuring, and pulling out data. Tell the truth." - Gabriel "Using the phone in combination with email and social selling is a great way to 'warm up the chill' of cold calling" - Marylou "You are as equally important as the person that you're trying to convince to try your product or service" - Marylou | |||
| Interview: Marylou Tyler and Joseph Dager - Predictable Prospecting and Cold Calling Process | 29 Nov 2016 | 00:26:06 | |
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:
Resources: Yesware Follow Marylou on Twitter and connect with her on Linkedin | |||
| Episode 36 - Identifying Problems, Buying Motivations, and Role Play Scenarios of Connecting with Clients - Keenan | 22 Nov 2016 | 00:40:06 | |
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:
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Quotes: "If you want to get someone to pay attention to you, you have to know something they don't know. You have to be the expert" - keenan "The greater the gap, the more value there is to what you're selling"- Keenan | |||
| Episode 35: Interview: Marylou Tyler and TinderBox Predictions - The Future of the World of Sales and Sales Technology | 15 Nov 2016 | 00:23:02 | |
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:
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| Episode 34: Benefits and Challenges of Separating Roles on the Sales Team - Pleasant Rich | 08 Nov 2016 | 00:39:37 | |
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:
Resources: Connect with Pleasant on Linkedin Quotes/Tweets: "Salespeople love to close and we love to put out fires and we love to hop on the things that are in front of us"- Pleasant "Multitasking is common place in every company but it's never the most effective thing to do."- Pleasant "The first opportunity you have to separate sales roles is when you should do it"- Marylou | |||
| Episode 33: Crafting Cold Emails to Engage Buyers - Bob Kelly | 01 Nov 2016 | 00:37:04 | |
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:
Resources: Predictable Prospecting: How To Radically Increase Your B2B Sales Pipeline by Marylou TylerContact Bob Kelly by emailing him direct: bob.kelly@strategicpipeline.com or by visiting the Strategic Pipeline website | |||
| Episode 32: Closing the Gap between Marketing and Sales - Max Traylor | 25 Oct 2016 | 00:30:58 | |
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.
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Resources: CSO Insights' 2015 Sales Management Optimization Study Visit Max Traylor's website for blog posts, coaching and advising information, and video content Email him at max@maxtraylor.com, connect with him on LinkedIn, or follow him on Twitter
Quotes/Tweets: "Marketing's number one consumer of their content is the buyer. But in fact there are two important audiences for the content: the buyer and the sales team"- Max "Millennials don't trust the Internet. We're the first generation who grew up with it, and we don't trust it"- Max "Conversation is king"- Marylou "We have a choice of who we sell to. We should put the work in to find out who's going to be the most profitable and who aligns with our solution" -Max "Stop going after the minnows. Go after the whales!"- Marylou | |||
| Episode 148: Navigating Through Challenges - Kendra Lee | 12 May 2020 | 00:34:04 | |
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:
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| Episode 31: High-Profit Prospecting - Mark Hunter | 18 Oct 2016 | 00:25:59 | |
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.
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Tweets/Quotes: "If you don't prospect right, you can't close right"- Mark "Prospecting is absolutely the most fun part of the selling process for one very simple reason. If you believe that you can help people achieve a level of outcome that they didn't think was possible, how can you not get excited about that?"- Mark "The underlying solution for success in prospecting comes down to discipline and focus. If you're disciplined and you have focus, it's amazing how successful you'll be"- Mark | |||
| Episode 30: Intersection of Sales and Marketing - Stephan Spencer | 11 Oct 2016 | 01:01:30 | |
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.
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| Episode 29: The Intense Planning and Logistics behind Expanding a Business - Hans Peter Bech | 04 Oct 2016 | 00:26:02 | |
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:
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Tweets/Quotes: "The value of an information technology company that can prove global potential and traction is dramatically higher than an IT company that only operates in a single country" - Hans Peter Bech "Preparing a business plan is much faster and far less expensive than executing the plan"- HPB "Understanding local culture is fundamental for designing effective business processes"- Hans Peter Bech | |||
| Episode 28: The 'Why' behind Predictable Prospecting - Jeremey Donovan | 29 Sep 2016 | 00:35:15 | |
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.
Pre-order my new book Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline , out on August 19th 2016! Check out Spin Selling by Neil Rackham, the book Marylou and Jeremey agree was fundamental to beginning their sales careers! Connect with Jeremey Donovan on LinkedIn or through his website, Speaking Sherpa.
Quotes/Tweets: "Roleplay every day"- Marylou "If I had to point to a single factor as the key make or break in success - it's timeblocking"- Jeremey Donovan "There is no perfect subject line, there is no perfect email…. The thing that matters the most is personalization" - Jeremey Donovan "Send quality down the pipeline so that the clients that you close bring in the highest revenue potential" - Marylou | |||
| Episode 27: Planning Inbound Marketing Efforts through Thought Stages - Jay Abraham | 27 Sep 2016 | 00:46:31 | |
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:
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 | |||
| Episode 26: Thoughts on True Role of Sales Development Reps - Andy Paul | 20 Sep 2016 | 00:33:57 | |
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:
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| Episode 25: Techniques to Strengthen Pipeline and Boost Revenue - Jeb Blount | 09 Sep 2016 | 00:43:32 | |
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.
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| Episode 24: Predictable Revenue Outsourcing - Alicia Anderson | 06 Sep 2016 | 00:31:58 | |
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. Episode Highlights:
Resources: Predictable Revenue | |||
| Episode 23: Teaching Startups How to Write Compelling Web Copy - Joanna Wiebe | 30 Aug 2016 | 00:45:31 | |
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.
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Resources: Contact Joanna with questions and feedback at: joanna@copyhackers.com. Thanks for listening! (**include Marylou's contact info, iTunes review link, website, etc.)
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| Episode 22: Building Skillset and Education in an Ever-changing Market - Jake Spear | 29 Aug 2016 | 00:23:11 | |
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.
Read Sales Hacker Blog Posts & Educational Resources Request to join the Sales Hacker Linkedin Group Contact Jake Spear: jake@saleshacker.com Podcast Listener Discount Code | |||
| Episode 147: Maintaining Momentum - Simon Portwain | 05 May 2020 | 00:30:29 | |
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:
Resources: Sales Icon: Selling in the Shadows – Amazon Sales Icon: Selling in the Shadows – Barnes and Noble Email Simon: simon@sales-icon.com | |||
| Episode 21: Advancing Sales Process from Lead Generation - Brad Williams | 26 Aug 2016 | 00:27:05 | |
Advancing the sales process from lead generation until the deal is closed is full of potential hiccups and nuances that many reps struggle to master. Our guest today has over thirty years of experience with qualifying and moving prospects all the way down the pipeline. Brad Williams is the President of Doextra CRM Solutions, a partner company to Sales Force, that helps businesses implement software and technology to improve the sales cycle. Join us as we discuss the book that influenced both our careers,why CRM won't help you without a sales system in place, and tips for re-organizing and recognizing dead opportunities in your pipeline.
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Resources: Any questions for today's guest? Contact Brad Williams by emailing him at bwilliams@doextra.com or by visiting the Doextra website. Getting to Closed by Stephan Schiffman | |||
| Episode 20: Keeping the Data in your Pipeline Fresh - Donato Diorio | 25 Aug 2016 | 00:36:32 | |
Keeping the data in your pipeline fresh is crucial for running a productive system, but too many of us allow our data to get old and obsolete, clogging up the pipeline and hurting sales. Technology can help keep your contacts updated, but it's far from a perfect solution. My guest today is Donato Diorio,the Co-founder and General Manager of Data Services at RingLead, a company that offers the tools you need for your company's contacts. We discuss the problem with thinking cold calling or cold emailing is dead, tips for tracking your numbers and pacing your interactions with leads, contacting multiple influencers to move prospects through the cycle, and the culprits that are keeping good sales processes down. Episode Highlights:
Resources: Donato Diorio's Voicemail Webinar Donato's blog Connect with Donato on Linkedin or by emailing him at dd@ringlead.com The Innovator's Dilemma by Clayton M. Christensen
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| Episode 19: Methods for Communicating with Prospects - Evan Jones | 24 Aug 2016 | 00:29:42 | |
It's easy to send a form email to a new prospect, but the key to building a pipeline is to connect with your prospects by having real conversations over the phone. Genuine moments of connection happen when a consultant truly knows and understands the pain points and persona of the buyer, but this process is much easier said than done. My guest today is Evan Jones, Head of Business Development at VoxGen. As an expert in lead generation, marketing, and managing accounts, Evan discusses his methods for communicating with prospects, and shares his best advice for generating the leads that matter.
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Resources: Connect with Evan on Linkedin, by emailing him at ejones@voxgen.com, or by calling/texting him direct: (813) 453- 7479 The new book from Marylou Tyler, Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline, is available now! | |||