Sometimes old school sales people forget the importance of data. Nothing can help shape and guide the sales process better than having the right types of data. I have a wonderful guest today, who challenges the sales status quo and the ideas of what types of data are important and how to apply that data to the sales process. Then we dig even deeper into the data side of sales. Jason Vargas works in the trenches as the Managing Director of Sales Development at Datanyze . If you aren’t familiar wi...
Jul 12, 2017•41 min
The number one problem most sales people say they have is lack of pipeline. Yet, lack of pipeline is usually a symptom of other issues. The three key issues that affect lack of pipeline are having the wrong mindset, using the wrong narrative, and executing the wrong activities. Today, I speak with LinkedIn’s most read author of B2B selling content. Tony Hughes is a sales improvement consultant and bestselling author. His new book Combo Prospecting: The Powerful One-Two Punch That Fills Your Pipe...
Jul 04, 2017•37 min
As an Executive Coach and Consultant, Bryan Franklin has helped multiple businesses pass the one billion mark in revenue. His newest venture, OutboundWorks , is the marriage of the traditional SDR role and the future of sales -- Artificial Intelligence, or as Bryan calls it, Augmented Intelligence. In this episode we’re talking all about using automated tools in the sales process: How to implement them, how they’ll affect relationships with prospects, and what it means for the future of sales. E...
Jun 27, 2017•38 min
As we march down the sales pipeline, the more information we have the easier it is to connect the dots in the sales process. Having more information and better data makes us more strategic, scalable, and consistent. You are going to love today’s podcast because my guest is David Hoffeld, and he is all about the science of selling. He is the author of The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal , and he is the CEO and Chief Sales Trainer o...
Jun 20, 2017•30 min
As much as every SDR loves using technology and programs to help them connect with prospects, no one likes to spend valuable time filling out endless online forms and getting crushed by an avalanche of pre-set tasks. Our guest today is Matt Bertuzzi, VP of Sales and Marketing Operations at The Bridge Group and author of Lighting Sales Ops , a book about how to make SalesForce work for you. We’re talking all about the top issues SDRs and managers face when using CRMs like SalesForce, and how you ...
Jun 13, 2017•31 min
How many times per day do you pick up your cellphone? We all do it -- mindlessly scrolling through our social media news feeds when we get a free minute, glancing over at every chime and vibration our phone makes throughout the day. While this behavior isn’t unusual, it’s definitely not beneficial. New research has shown that even these small interruptions are adding up to be huge distractions, sucking up tons of valuable time in the workday and leaving us feeling stressed and overwhelmed. Today...
Jun 06, 2017•30 min
Our guest today is Alea Homison, Vice President of Sales Strategy at GLG Group . What makes Alea different from some of our other guests is that she is actively working on the frontlines of sales every single day, training members of her team on the newest practices in sales enablement. She’s here today to discuss her work with GLG, her unique 3-stage hiring process for new SDRs, and her advice for curating the best sales environment possible. Episode Highlights: Alea Homison’s role and her uniq...
May 30, 2017•32 min
Have you ever said “no” to a client and walked away from a deal? Maybe you knew that your services weren’t a good fit for their pain, or that they weren’t ready to hear the solutions you presented. In this episode we’re joined by founder and host of SalesTuners , Jim Brown. As a sales coach who specializes in every stage of the sales pipeline, Jim is an expert in client relations. He’s here to discuss his unique method of using upfront contracts: beginning a relationship by telling the client th...
May 23, 2017•32 min
Building sales pods is the latest fad to hit sales departments worldwide, but is it really the best way to set up your team? In this episode we’re chatting with Tito Bohrt, CEO of AltiSales and Chief of Sales Staff at AppBuddy , about his unique concept of architecture of the sales organization. Bohrt walks us through his philosophy on POD and round robin factory models of organization, and when the best time to use each is! Episode Highlights: Introducing Tito Bohrt Defining the POD and the rou...
May 16, 2017•30 min
How many of us keep track of calls and personas using a process that feels way too complex and doesn’t deliver the desired results? Today we’re joined by Anthony Iannarino, international speaker, sales leader, and best-selling author. His new book, The Only Sales Guide You’ll Ever Need , is an absolute must-read for anyone who wants to sell more and sell better. In this episode we’re talking all about the dangers of automating your sales process, and the research and science that backs up Anthon...
May 09, 2017•29 min
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 d...
May 02, 2017•48 min
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 u...
Apr 25, 2017•31 min
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 ...
Apr 18, 2017•31 min
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...
Apr 11, 2017•28 min
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. E...
Apr 06, 2017•27 min
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 pod...
Apr 04, 2017•37 min
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...
Mar 28, 2017•29 min
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 p...
Mar 21, 2017•29 min
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: Introducing William Wic...
Mar 16, 2017•23 min
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 ...
Mar 14, 2017•24 min
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. Episode Highlights: How Deb Calvert began a career of questioning The D.I.S.C....
Mar 07, 2017•26 min
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 consult...
Feb 28, 2017•44 min
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 professio...
Feb 21, 2017•26 min
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 cl...
Feb 14, 2017•32 min
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 h...
Feb 07, 2017•30 min
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: Exploring the purpose of Datanyze 2017 Planning: Why planning aro...
Jan 31, 2017•37 min
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, We...
Jan 24, 2017•35 min
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 ...
Jan 17, 2017•31 min
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. Episode Highlights: The top challenges that Meli...
Jan 10, 2017•37 min
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: The three key concepts and takeaways from ...
Jan 03, 2017•24 min
