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 ...
Dec 27, 2016•29 min
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...
Dec 20, 2016•38 min
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 e...
Dec 13, 2016•35 min
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 too...
Dec 06, 2016•53 min
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 ba...
Nov 29, 2016•26 min
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 doe...
Nov 22, 2016•40 min
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...
Nov 15, 2016•23 min
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....
Nov 08, 2016•40 min
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 ...
Nov 01, 2016•37 min
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 ...
Oct 25, 2016•31 min
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 k...
Oct 18, 2016•26 min
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 voicem...
Oct 11, 2016•1 hr 2 min
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...
Oct 04, 2016•26 min
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 h...
Sep 29, 2016•35 min
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 H...
Sep 27, 2016•47 min
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 Pred...
Sep 20, 2016•34 min
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...
Sep 09, 2016•44 min
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 R...
Sep 06, 2016•32 min
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 cop...
Aug 30, 2016•46 min
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 ad...
Aug 29, 2016•23 min
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 o...
Aug 26, 2016•27 min
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 em...
Aug 25, 2016•37 min
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 method...
Aug 24, 2016•30 min
Today’s guest is Steven Wagner, founder and CEO of Sales Ignition , a company that helps sales teams start conversations with their ideal customers for consistent growth. Sales techniques of the past are giving way to new, more efficient predictable prospecting methods. Join us as we discuss Steven’s tips for finding your perfect prospect list, why focusing on the tools in your sales stack is hurting your business, and how to tailor your message to reach the customers you want. Episode Highlight...
Aug 23, 2016•34 min
While we might all be in different types of sales, we can learn plenty about conversation, influence, and leadership from each other. On today’s episode, Steve Underwood and I discuss all aspects of the sales business, from building a sales pipeline to the power of meditation and gratitude in your daily life. With a family background in car sales, Steve Underwood began his career in the auto industry before moving into technology sales. Steve is currently the account executive at Workfront, a pr...
Aug 22, 2016•38 min
Having an impact with your marketing message requires understanding. Your ideal buyer is more than their basic demographics. Our guest Samuel Woods is a growth marketing expert who helps clients experience consistent growth. Clients establish an effective funnel and create powerful campaigns by first gaining a comprehensive understanding of a buyer’s psychographics. Samuel Woods transitioned from the design world to growth marketing and created an agency specializing in conversion copywriting. C...
Aug 19, 2016•40 min
We’re all familiar with the famous proverb: “It takes a village to raise a child!” As more entrepreneurs launch their own startup company, perhaps the phrase should be changed to “It takes a village to make a business!” Community between entrepreneurs has become more important than ever as those with great ideas search for the people who can make their dreams come to life. In today’s episode with market specialist Jorge Soto we discuss the benefits of community, leadership style, and the new mar...
Aug 18, 2016•50 min
Getting a startup tech company off the ground and into the public sphere is no small feat, but having a team of great sales reps makes it infinitely easier. But how do you build a sales team from scratch? Focusing on hiring the doer instead of the thinker is part of creating a team, but the real key lies in hiring sales reps who actually care about the customer base they communicate with. Join me in a conversation with Kevin Chiu as we discuss the secrets to tech startup success. Kevin Chiu is t...
Aug 17, 2016•36 min
Many sellers have no idea how to begin talking to a new customer. Instead of creating honest dialogue, businesses jump into a sales pitch and lose the trust of the prospect. A good conversation begins by understanding the customer’s pain -- what core problem do they need help solving? Searching for customer feedback and developing dialogue is the first step to creating messages that speak to the heart of what the customer wants, but analyzing and using this data is where businesses stumble. Copy...
Aug 16, 2016•37 min
One of the most important factors in building a predictable pipeline is continuing the conversation with prospects. My guest today is Kyle Porter, the founder and CEO of SalesLoft , a company dedicated to turning target accounts into customer accounts. Kyle is an expert in helping companies integrate new tools and technology in their current systems to begin conversations with the buyers that matter. We discuss how targeting prospects in your market is changing, why and how you should start the ...
Aug 15, 2016•32 min
