Predictable Prospecting's Podcast

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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Episodes

Episode 11: Sales Techniques and Technologies - Max Altschuler

All great sales professionals have one thing in common: they never stop learning. Even the most veteran leaders are looking for educational resources to help them succeed, especially in our current sales industry. How can you stay on top of your game when the sales techniques and technologies you used to trust have become obsolete? Join today’s guest, Max Altschuler, and I for a conversation on resources, sales paths, and community. Max Altschuler is a speaker, author, and the founder of Sales H...

Aug 12, 2016•21 min

Episode 10: Effective Sales Process - Ash Alhashim

An effective sales process brings a prospect on as a partner; working together to solve their issue. This ideal situation requires that their expectation is set and they commit to the solution. Today’s guest is Ash Alhashim a self described “marketing oriented sales person” who is an expert in all things sales process. Ash believes that the entire funnel should be connected to motivate those in a nurture cycle and shares his tips with us on how to achieve that. Ash Alhashim is the founder of Bro...

Aug 11, 2016•24 min

Episode 9: Effective Sales Leads Generation - Stefan Boyle

What if a company is great at closing deals, but not so skilled in beginning the conversations with the prospects they need? A predictable pipeline is built on the foundations of habit and consistency, and can take more than a couple of weeks to properly develop. A business that struggles to reach the prospects they need might feel doomed to fall further and further behind their goals, and that’s exactly where today’s guest comes in. Join Stefan Boyle and I for a discussion on how to effectively...

Aug 10, 2016•34 min

Episode 8: Intelligent Outreach Automation Processes - Mark Kosoglow

If a sale requires risking political capital, how do you establish trust? Our guest Mark Kosoglow is an expert in outreach and here to share his success tips. Mark believes that effective outreach requires multiple contacts. These contacts are done through a variety of channels and ultimately lead to a sales pipeline. Today we discuss how to provide high value content during outreach while balancing efficient automation and personalization. Mark Kosoglow is the VP of Sales at Outreach.io a SaaS ...

Aug 09, 2016•32 min

Episode 7: Engaging 'Dream Customers' in a whole new way - Heather R. Morgan

How do you capture the attention of someone you’ve never met in a way that encourages them to respond? Starting conversations with people we don’t know is the most difficult and the most crucial part of building a successful pipeline, but too many companies see dismal response rates to their cold email templates. Today’s guest holds the secret to creating copy that speaks to the desires, fears, and personalities of your customers to engage them in a whole new way. Heather R. Morgan is the Founde...

Aug 08, 2016•36 min

Episode 6: Mark Roberge

Why are salespeople depicted as slimy money-grubbers instead of as the brand representatives we know we are? As the industry changes it’s important for the modern sales professional to change with it, abandoning the old idea of building sales and marketing from the inside out in favor of connecting with the buyer’s journey to sell from the outside in. Today’s episode covers new techniques for sales reps to engage with prospects -- you’ll be surprised at what common mistakes our guest thinks you’...

Aug 05, 2016•35 min

Episode 5: Understanding Buyer Personas - Adele Revella

Buyers are more than demographic statistics. They have sophisticated needs and are frustrated when companies fail to understand. Effective marketing requires alignment with the entire buying journey. To achieve this goal many marketers use the information in a buyer persona to guide sales interactions, advertisements, and content. Gaining true insight into the buyer’s journey takes far more than compiling search data. We will discuss how to create effective buyer personas with today’s guest Adel...

Aug 04, 2016•46 min

Episode 4: Increasing Sales and Team Morale Simultaneously is Possible - Jeremy Donovan

When your goal is to double sales productivity AND increase happiness the insight of a sales strategist is key. Our guest today is Jeremey Donovan the Head of Sales Strategy for the Gerson Lehrman Group. Jeremey believes that goals in sales and improving staff happiness can be achieved simultaneously. He views his position as that of a service professional with a goal to make the sales staff’s jobs easier. Jeremey Donovan was once an electrical engineer who moved through many roles to his curren...

Aug 03, 2016•46 min

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