Sales Prospecting School

In this show, I announce that I will be taking a break from Sales Prospecting School for the time being. I am doing so in order to focus efforts on my other show, The Health & Money Podcast. Here at SPS, we recently completed a readthrough of the book Prospect Factory. It spans episodes 067 - 082. This is the system I used to create success in sales through effective prospecting. I offer it to you for FREE in podcast form with the hope that it will help you achieve success with prospecting! Whatever the future brings, I will always have a strong affinity for the Sales Prospecting School podcast in honor of John Stevenot's memory. To stay updated about new material I am posting, visit tedstevenot.com. Thank you again for making this podcast become so successful! Warmest regards and best of success with your future prospecting! Ted Stevenot ted@tedstevenot.com 8/4/2021

This is the last of 15 back-to-back episodes in which we read through and comment on Ted Stevenot's book Prospect Factory. A key highlight from the final chapter is about dealing with sales rejection. It is critical to understand, there are only about three things most prospects typically reject - and none of them are personal. +++++++++++++++++++++++++++++++++++++++++++++++ Follow the readings we have been doing on the show by picking up a copy of Prospect Factory at Amazon.com: https://amzn.to/3cZYslM Check out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https://amzn.to/35JTMg4 Visit the START HERE page of my website for links to books, articles, podcasts and tons of other great stuff. https://tedstevenot.com/ Questions or comments? I can be reached at: ted@tedstevenot.com Thanks for listening and enjoy! Ted Stevenot PS. Don't miss my other show - The Health & Money Podcast - about health, money, investing, lifestyle, and how to achieve retirement success, Show link: https://bit.ly/3d4c8wh

In this show we discuss how to set up a system for following up with interested sales leads. Follow the readings we have been doing by picking up a copy of Prospect Factory at Amazon.com: https://amzn.to/3cZYslM Check out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https://amzn.to/35JTMg4 Visit the START HERE page of my website for links to books, articles, podcasts and tons of other great stuff. https://tedstevenot.com/ Questions or comments? I can be reached at: ted@tedstevenot.com Connect with me on LinkedIn: https://www.linkedin.com/in/ted-stevenot/ Thanks for listening and enjoy! Ted Stevenot PS. Don't miss my other show - The Health & Money Podcast - about health, money, investing, lifestyle, and how to achieve retirement success, Show link: https://bit.ly/3d4c8wh

In this episode, we discuss how to gain the maximum value from calls while at the same time reducing - or even eliminating - the pain often associated with making telephone-prospecting calls. +++++++++++++++++++++++++++++++++++++++++++++++++++ Follow the readings we have been doing on the show by picking up a copy of Prospect Factory at Amazon.com: https://amzn.to/3cZYslM Check out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https://amzn.to/35JTMg4 Visit the START HERE page of my website for links to books, articles, podcasts and tons of other great stuff. https://tedstevenot.com/ Questions or comments? I can be reached at: ted@tedstevenot.com Connect with me on LinkedIn: https://www.linkedin.com/in/ted-stevenot/ Thanks for listening and enjoy! Ted Stevenot PS. Don't miss my other show - The Health & Money Podcast - about health, money, investing, lifestyle, and how to achieve retirement success, Show link: https://bit.ly/3d4c8wh

How to make sales prospecting calls (Episode 2 of 2). Today we go through several sample calls to illustrate what to say in various circumstances. Especially, we hone in on the skill of how to "translate English into English" when it comes to assessing the responses given by prospects. Follow the readings we have been doing by picking up a copy of Prospect Factory at Amazon.com: https://amzn.to/3cZYslM Check out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https://amzn.to/35JTMg4 Visit the START HERE page of my website for links to books, articles, podcasts and tons of other great stuff. https://tedstevenot.com/ Questions or comments? I can be reached at: ted@tedstevenot.com Connect with me on LinkedIn: https://www.linkedin.com/in/ted-stevenot/ Thanks for listening and enjoy! Ted Stevenot PS. Don't miss my other show - The Health & Money Podcast - about health, money, investing, lifestyle, and how to achieve retirement success, Show link: https://bit.ly/3d4c8wh

How to make sales prospecting calls (Episode 1 of 2). Today we begin with the opening lines of the script and deal with several commonly occurring calls. Follow the reading we have been doing by picking up a copy of Prospect Factory at Amazon.com: https://amzn.to/3cZYslM Check out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https://amzn.to/35JTMg4 Visit the START HERE page of my website for links to books, articles, podcasts and tons of other great stuff. https://tedstevenot.com/ Questions or comments? I can be reached at: ted@tedstevenot.com Connect with me on LinkedIn: https://www.linkedin.com/in/ted-stevenot/ Thanks for listening and enjoy! Ted Stevenot PS. Don't miss my other show - The Health & Money Podcast - about health, money, investing, lifestyle, and how to achieve retirement success, Show link: https://bit.ly/3d4c8wh

In this show, we talk about expectations and sales prospecting calls. Knowing what to expect helps reduce the stress of making calls. Included in the discussion are the five basic outcomes to most sales prospecting calls. Follow the readings we have been doing by picking up a copy of the book Prospect Factory at Amazon.com: https://amzn.to/3cZYslM Check out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https://amzn.to/35JTMg4 Visit the START HERE page of my website for links to books, articles, podcasts and tons of other great stuff. https://tedstevenot.com/ Questions or comments? I can be reached at: ted@tedstevenot.com Connect with me on LinkedIn: https://www.linkedin.com/in/ted-stevenot/ Thanks for listening and enjoy! Ted Stevenot PS. Don't miss my other show - The Health & Money Podcast - about health, money, investing, lifestyle, and how to achieve retirement success, Show link: https://bit.ly/3d4c8wh

In this episode I discuss the results of calls I made in the last 7 days. These calls are to a mature list, but say a lot about similar results you may experience making calls of your own. Follow along with the readings I have been doing from the book Prospect Factory! Pick up your copy at Amazon.com: https://amzn.to/3cZYslM Check out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https://amzn.to/35JTMg4 Visit the START HERE page of my website for links to books, articles, podcasts and tons of other great stuff. https://tedstevenot.com/ Questions or comments? I can be reached at: ted@tedstevenot.com Connect with me on LinkedIn: https://www.linkedin.com/in/ted-stevenot/ Thanks for listening and enjoy! Ted Stevenot PS. Don't miss my other show - The Health & Money Podcast - about health, money, investing, lifestyle, and how to achieve retirement success, Show link: https://bit.ly/3d4c8wh

In this show, we discuss how to write "One Pagers" which became the workhorse sales letter to grow my business for many, many years. Follow along with the show by picking up a copy Prospect Factory, at Amazon.com: https://amzn.to/3cZYslM Check out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https://amzn.to/35JTMg4 Visit the START HERE page of my website for links to books, articles, podcasts and tons of other great stuff. https://tedstevenot.com/ Questions or comments? I can be reached at: ted@tedstevenot.com Connect with me on LinkedIn: https://www.linkedin.com/in/ted-stevenot/ Thanks for listening and enjoy! Ted Stevenot PS. Don't miss my other show - The Health & Money Podcast - about health, money, investing, lifestyle, and how to achieve retirement success, Show link: https://bit.ly/3d4c8wh

In this show we discuss how to keep track of and extract maximum value from every sales prospecting call you make. This is life changing not only from a business standpoint, but also emotionally. Notably, a better understanding of data relating to the real outcomes of your calls will serve to reduce any anxiety you may have about about making calls. Understanding this relationship solid gold. Follow along with the show by picking up a copy of my B2B sales prospecting book Prospect Factory at Amazon.com: https://amzn.to/3cZYslM Check out SPS co-founder John Stevenot's book Hacking Normal for tips on making the most of remote work and living fully in the present. Amazon link: https://amzn.to/35JTMg4 Visit the START HERE page of my website for links to books, articles, podcasts and tons of other great stuff. https://tedstevenot.com/ Questions or comments? I can be reached at: ted@tedstevenot.com Connect with me on LinkedIn: https://www.linkedin.com/in/ted-stevenot/ Thanks for listening and enjoy! Ted Stevenot PS. Don't miss my other show! The Health & Money Podcast - about health, money, investing, lifestyle, and how to achieve retirement success, Show link: https://bit.ly/3d4c8wh

On this show we continue our reading of the book Prospect Factory. Here we discuss further systematization of your prospecting outreach. It is through systemization that we discover one of the biggest secrets about success with making sales prospecting calls - qualification! Pick up a copy of my B2B sales prospecting book Prospect Factory at Amazon.com: https://amzn.to/3cZYslM Check out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https://amzn.to/35JTMg4 Visit the START HERE page of my website for links to books, articles, podcasts and tons of other great stuff. https://tedstevenot.com/ Questions or comments? I can be reached at: ted@tedstevenot.com Connect with me on LinkedIn: https://www.linkedin.com/in/ted-stevenot/ Thanks for listening and enjoy! Ted Stevenot PS. Don't miss my other show! The Health & Money Podcast - about health, money, investing, lifestyle, and how to achieve retirement success, Show link: https://bit.ly/3d4c8wh

In this show we discuss databases for prospecting. From list scrubbing to CRMs to preparing mailings - using the right database makes a huge difference! Learn about the different types and why they are so important. Pick up a copy of my B2B sales prospecting book Prospect Factory at Amazon.com: https://amzn.to/3cZYslM Check out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https://amzn.to/35JTMg4 Visit the START HERE page of my website for links to books, articles, podcasts and tons of other great stuff. https://tedstevenot.com/ Questions or comments? I can be reached at: ted@tedstevenot.com Connect with me on LinkedIn: https://www.linkedin.com/in/ted-stevenot/ Thanks for listening and enjoy! Ted Stevenot PS. Don't miss my other show! The Health & Money Podcast - about health, money, investing, lifestyle, and how to achieve retirement success, Show link: https://bit.ly/3d4c8wh

In this show, we discuss how to put together a prospect list, Learn how to find initial names and begin the process of sifting through your list to identify the best quality sales prospects. Pick up a copy of my B2B sales prospecting book Prospect Factory at Amazon.com: https://amzn.to/3cZYslM Check out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https://amzn.to/35JTMg4 Visit the START HERE page of my website for links to books, articles, podcasts and tons of other great stuff. https://tedstevenot.com/ Questions or comments? I can be reached at: ted@tedstevenot.com Connect with me on LinkedIn: https://www.linkedin.com/in/ted-stevenot/ Thanks for listening and enjoy! Ted Stevenot PS. Don't miss my other show! The Health & Money Podcast - about health, money, investing, lifestyle, and how to achieve retirement success, Show link: https://bit.ly/3d4c8wh

I have gotten a lot of questions lately from Millennials and Gen Z's about investing and all the attention in the Bitcoin space. In this show, I share some of the principles I have learned - and some of my mistakes - that helped me become a better investor regardless of the target investment. Pick up a copy of my B2B sales prospecting book Prospect Factory at Amazon.com: https://amzn.to/3cZYslM Check out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https://amzn.to/35JTMg4 Visit the START HERE page of my website for links to books, articles, podcasts and tons of other great stuff. https://tedstevenot.com/ Questions or comments? I can be reached at: ted@tedstevenot.com Connect with me on LinkedIn: https://www.linkedin.com/in/ted-stevenot/ Thanks for listening and enjoy! Ted Stevenot PS. Don't miss my other show! The Health & Money Podcast - about health, money, investing, lifestyle, and how to achieve retirement success, Show link: https://bit.ly/3d4c8wh

In this week's show we discuss the fundamentals of defining your market. The two most important issues are the characteristics of your potential buyers and their geographical location. Pick up a copy of my B2B sales prospecting book Prospect Factory at Amazon.com: https://amzn.to/3cZYslM Check out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https://amzn.to/35JTMg4 Visit the START HERE page of my website for links to books, articles, podcasts and tons of other great stuff. https://tedstevenot.com/ Questions or comments? I can be reached at: ted@tedstevenot.com Connect with me on LinkedIn: https://www.linkedin.com/in/ted-stevenot/ Thanks for listening and enjoy! Ted Stevenot PS. Don't miss my other show! The Health & Money Podcast - about health, money, investing, lifestyle, and how to achieve retirement success, Show link: https://bit.ly/3d4c8wh

In this show we read Section One of the book Prospect Factory and breakdown the SIX most important parts of a prospecting system. "Prospects are put in one end and carefully taken through a series of steps resulting in the production of Finished Leads at the end of the line." Pick up a copy of my B2B sales prospecting book Prospect Factory at Amazon.com: https://amzn.to/3cZYslM Check out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https://amzn.to/35JTMg4 Visit the START HERE page of my website for links to books, articles, podcasts and tons of other great stuff. https://tedstevenot.com/ Questions or comments? I can be reached at: ted@tedstevenot.com Connect with me on LinkedIn: https://www.linkedin.com/in/ted-stevenot/ Thanks for listening and enjoy! Ted Stevenot PS. Don't miss my other show! The Health & Money Podcast - about health, money, investing, lifestyle, and how to achieve retirement success, Show link: https://bit.ly/3d4c8wh

This week we read through and comment on the introduction to the book Prospect Factory (available on Amazon.com)and discuss the importance of prospecting. In a nutshell, life is way better when you have an abundance of sales leads. Done right, it can be life changing for you and many others around you. Send questions/comments to: ted@tedstevenot.com Thanks for listening and enjoy the show! Ted

This week we discuss how to write and test headlines for sales copy. Writing a headline that joins the conversation already occurring in the head of your prospect is key! It takes practice, testing, and patience to get it right. Learn the best ways to test headlines and optimize your content for testing. An excellent message with the right attention getting headline is a valuable resource that can help bring you new business for years to come. Questions or comments? Visit tedstevenot,com or email me at ted@tedstevenot.com Thanks for listening and enjoy! Ted Stevenot

Hello everyone, In this episode we discuss what to do when your prospecting isn't working. Not every approach works for every business. Learn how to evaluate the critical aspects of your outreach to see what needs fixing - market (target audience), media (means through which you send outreach), and message (headline, copy, and format). This show is sponsored by Ted Stevenot's definitive book on success with prospecting, Prospect Factory and John Stevenot's landmark book on success with remote work, Hacking Normal. Both books are available on Amazon.com As always, email me with questions, comments, feedback at: ted@salesprospectingschool.com Or visit my website: www.tedstevenot.com As always - thanks for listening and enjoy! Regards, Ted Stevenot

This week we talk about what it is like to have a successful system for prospecting. Sometimes things can become so routine it may lead to a touch of boredom... But, believe it or not, this can actually be a good sign of progress! The goal is optimizing the number of opportunities you give yourself to succeed. Contact me with questions and comments here: ted@salesprospectingschool.com Pick up the book Prospect Factory at Amazon here: https://amzn.to/3kqbKdo Thanks for listening and enjoy! Ted Stevenot

This week we talk about setting up a website infrastructure for prospecting... One challenge for online marketers is simplifying the complex. If your website has too many products, posts, or topics it can be confusing. Yet, if your website is too simple - how or why will people ever come to visit it? Today, we discuss solutions for bringing the two universes of complexity and simplicity together. Email questions, comments and feedback to: ted@salesprospectingschool.com Thanks and enjoy! Ted

This week I share some of the latest statistics on my foray into digital and "lead magnet" prospecting. As a part of such an effort, many questions arise; -What is a good test size to determine meaningful results? -How long should a test run? -What is the best means of building a relationship-bridge with site visitors? In the show, we also discuss the doubt-inducing thoughts that emerge in the difficult effort to spark traction from "zero to one". Such thoughts can tempt you to throw in the towel... But - spoiler alert - been there, done that with such thinking, and I will be sticking with it! Feel free to contact me with questions, thoughts, comments at: ted@salesprospectingschool.com Also, visit my website, tedstevenot.com, for real-life examples of the outreach I have been testing and discussing. Enjoy the show and thanks for listening! Best, Ted

This episode is Part Two my of my foray into lead magnet prospecting... In the past week I set up my lead capture system and began running some tests. Already there are lessons being learned. I can get people to come to the site - but step two is getting them to engage from there! Email me with questions at: ted@salesprospectingschool.com Enjoy the show and thanks! Ted Stevenot

In this week's episode - in addition to updates on current call activity, list building and studying email marketing infrastructure - we discuss three "secrets" to building wealth and abundance in your life. Send questions or comments to: ted@salesprospectingschool.com Enjoy and Happy 4th of July! Best, Ted Stevenot

In this week's show we discuss how to update and refresh your prospect list. We talk about sorting, eliminating duplicates, removing disqualified leads, removing do-not-call listings and establishing a call-ready list. A call ready list is key because it makes daily phoning less stressful and opens the door to establishing a daily routine for successful prospecting. Building a list takes some hard work, but it is well worth the effort. In the long run it saves you time, reduces your stress, and improves your focus. Feel free to contact me with questions or comments at: ted@salesprospectingschool.com Best, Ted

This week we discuss the first two steps involved with lead magnet prospecting: Step 1: Product Market Fit Step 2: Tripwire Offers Contact me with questions at: ted@salesprospectingschool.com Enjoy! Ted Stevenot

This week we talk about how to start "digital prospecting". Some of the topics we cover in the show: Matching up your product with the right digital platforms. Starting an initial email list from scratch. Starting an email drip campaign, Starting a weekly email list. Establishing landing pages. Managing your website design. Any comments, questions or feedback are welcome! Email me at: ted@salesprospectingschool.com Enjoy the show and have a great week! Best, Ted Stevenot

Hello everyone, On this week's show I have a special announcement and a favor to ask! The announcement is that the print edition of Prospect Factory is now available on Amazon.com. In today's show, we read through and discuss the introduction (The Importance of Prospecting)and the first chapter (A Quick Look at a Prospect Factory). The favor is to ask those of you who order and read it - please send me your feedback! Were there parts that made special sense or had extra value that you can call out? What got you thinking? What stuck with you? What parts do you think will make the most impact on moving your success with prospecting forward? Feedback can be sent via email to: ted@salesprospectingschool.com Thanks for listening and enjoy! Ted Stevenot Sales Prospecting School

Hello everyone, This week we discuss a five step process for getting more done in less time. We also talk about "time blocking" as a means to getting your most important work done first. This episode is sponsored by John Stevenot's book Hacking Normal. Would you like more control of your time and to improve the quality of your life today? John's book shows you how remote work can give you more say over your schedule and offer you more time for the things in your life that matter most. Hacking Normal is available at Amazon.com To contact me with comments or questions, I can be reached at tedstevenot.com Enjoy the show and thanks! Ted Stevenot

Hello everyone, In this week's show I discuss the biggest secret for maximizing the value of telephone sales calls. It took me years to figure this out and today it is the foremost thing on my mind when I make calls. Today I clicked "publish" on the revised edition of my book Prospect Factory. This book details the system I created to turn my sales career from pain and difficulty into decades of success. It is the basis of much of what we discuss on our weekly shows. Prospect Factory is available on Amazon.com (Note: May take 24 - 48 hours to post from today!) Cheers and enjoy! Best, Ted tedstevenot.com PS. If you are enjoying working remotely and want to get more done as well as get tips for talking to your boss about making remote work a more permanent part of your future, check out John Stevenot's book Hacking Normal also on Amazon.com

In this week's show we talk about ways to boost your prospecting effectiveness during the current shutdown. Would you like to increase your effectiveness working remotely? Would you like tips on how to pitch your boss on the idea of continuing to work remotely in the future? If so then check out John Stevenot's book Hacking Normal available at Amazon.com Have questions about today's show? Visit the contact page at: tedstevenot.com Enjoy!

Today's show is sponsored by John's Stevenot's book Hacking Normal. - Would you like more freedom to say when, where, and how you do your work? - Would you like more control of your daily schedule? - Would you like more freedom to take care of family and personal concerns? - Would you like more joy in your life today versus some time far off in the future? Learn how you can take back control of your work life and live more fully in the present! Get your copy of Hacking Normal from Amazon.com today! This week's show is a re-post of one of the more popular shows I did with John on how to turbo charge your prospecting results. Your sales activity needs to: 1. Connect you with new people / others. 2. Drive other activity. 3. Lead to an offer. While the definition is simple, the application of this sales prospecting technique is almost never done correctly. Listen and see if you are doing things the right way...or the wrong way. Enjoy!

This week we talk about how to improve your prospecting results by making a better promise to customers. Getting to know the wants of your customers and differentiating your offer to stand out from the crowd is an art form. It requires thought and practice. Today we discuss how you can do it in your business! A book featured on today's show is, Extreme Revenue Growth, by Victor Cheng. Find it at Amazon.com Send questions or comments to Ted through the contact form at: tedstevenot.com Enjoy! PS. If you want to learn how to get more done working remotely - as well as learn how to talk to your boss about making remote work a more permanent part of your future - be sure to pick up John Stevenot's book, Hacking Normal, also on Amazon.com.

This week I have been working on revising my original book, Prospect Factory, for modern times. In today's show we discuss the first chapter which lays out the basics of building a prospecting machine - or as the book calls it - a Prospect Factory. Learn how you can systematically and consistently create an abundant supply of new prospects for what you sell. Enjoy! You are invited to send questions and comments to me at my website: tedstevenot.com

In this episode I "show work" from the recent week. I am currently working on a manual for the podcast which assembles many of the important topics we have discussed over the years. I begin the process of creating the manual by writing a sales letter. In the show, I tell you all about how I did it. I share the template I use and make the case why every sales person - aka you! - should take some time to write a sales letter too. The biggest reason is because doing so makes you think deeply about how your products and services help customers get what they want. Did you know what you want is more persuasive than what you need? Find out why and more in this week's show. PS. Are you enjoying remote work? Do you want to learn how to be more effective working remotely and how to get more things done in less time? Then check out John Stevenot's book, Hacking Normal, on Amazon.com!

I have successfully worked from home for over 30 years. Today, I share my thoughts on how you can do it successfully too. Also, I share thoughts from John Stevenot's recently released book on working remotely, Hacking Normal (see Amazon.com,) Key tips center on - setting up a work space, getting technology in order, organizing your routine, considering various degrees of remote work, time-blocking to increase efficiency, planning for the future, and some unexpected benefits you may discover. I also talk about how to optimize your day and specific things you can do to balance your time against new demands - such as kids being home from school! Contact me at my website: tedstevenot.com if you have any questions or comments and thanks for listening!

It has been a year and a half since John and I posted our last show together (Episode #046). The morning we were supposed to record Episode #047, I had a chalkboard marked up to talk about email automation - one of John's favorite topics, When John didn't show up at our scheduled 7a.m. recording time, I texted him, "Podcast today?" but there was no reply. Later that morning, we were heartbroken to discover that he had passed away quietly in his sleep sometime during the night. I recorded this show today - the first in 18 months - to announce the posthumous release on John's book, Hacking Normal, on Amazon.com. The book is about another of John's favorite topics - how to work remotely and gain more control of your time, location, and income. I also announce today that I am resuming the show and will soon begin uploading new episodes. Please join me in this episode to honor and remember the remarkable and irreplaceable John Stevenot! Thanks, Ted

In this episode of the Sales Prospecting School podcast, we cover the first thing (or set of things) you should say on a cold call. One of the biggest debates in the sales world is: how much information should you reveal to the prospect? Should you give your whole elevator speech without stopping or should you break things up in chunks? Ted gives his reasoning for why he believes that chunking is the best way to go about influencing someone during a cold call.

Today we discuss formulas for success - or failure - with prospecting and overall life. The secret is in the things we do every day, over time. Included is an excerpt from the great business philosopher Jim Rohn's presentation, "How to Have Your Best Year Ever." Jim says, "The formula for success is - a few simple disciplines practiced every day." There are a half dozen things that end up making make 80% of the difference. Learn how to establish routines in these critical areas that will build your knowledge, skills, and confidence. Done correctly over time, the routines you build become self-sustaining and pave the pathway to the success you want with prospecting, business, health, relationships, and with life. Enjoy!

In this episode of the Sales Prospecting School, we combine two very different industries in order to bring you a gamified model of prospecting. Recently, DOOM's creators gave a speech at the Game Developer's Conference and we have adapted some of their design to align with our prospecting approach. To watch the full video, go here: https://youtu.be/2KQNpQD8Ayo Push Forward Combat (or Push Forward Calling / Prospecting) has four core pillars: 1. Speed of engagement. 2. Individuality of prospect response. 3. Distinctiveness of follow-up tools. 4. Power of the prospector. Let us know what you think about this crossover!

043: How to effectively build and qualify a sales prospecting call list. by John & Ted Stevenot

In this episode of the Sales Prospecting School, we talk about what a day in the life of an effective sales prospector looks like. We start our conversation by discussing the objective of prospecting and how that will fill your pipeline. Then, we follow that concept up with understanding how to be effective and compound your efforts for greater yield in the future. Today's podcast is a combination of Ted's experience matched with a book we have both been reading called: Fanatical Prospecting by Jeb Blount. Check out Jeb's book on Amazon if you are interested.

In this episode of the Sales Prospecting School podcast, we cover cold calling: tips, scripts, objectives, and deliberate practice. While cold calling is deemed as one of the most painful ways to reach out to potential customers, we have found it to be one of the most rewarding and receptive ways to cultivate relationships. in this episode, we start by understanding what the principles of deliberate practice are, while uncovering what it means to 'begin with the end in mind'. We end the show by going through the following cold calling points: 1. Objectives 2. Outcomes (percentages) 3. Tips Let us know what you think of the episode and we look forward to next week's discussion.

In this episode of the Sales Prospecting School podcast, John and Ted talk about what you'll need to start making prospecting telephone calls for your business. We begin the discussion quickly going over the three prerequisites you'll need to have before making calls: 1. Call ready list / compliant. 2. Clear runway. 3. Call flow. Next, we go over the fundamental aspects of the call script. We go over the concept of a 'flash card' call as well as how to handle follow-up, rejection, and setting expectations for yourself and the people you are calling.

In this episode of the Sales Prospecting School podcast, we talk about the most important metric for success. While this may seem intuitive, the process of finding this metric and working toward it seems to be lost on some businesses and entrepreneurs. We have a six step process: 1. Pick your metric (must be monetizeable) 2. Calculate your current speed 3. Set a time period 4. Track and measure 5. Develop actions to improve 5.a Manager expectations 6. Rinse and repeat

In this episode of the Sales Prospecting School podcast, we cover the three elements necessary to make sure that your sales prospecting techniques are generating 10X results. Our formula is simple. Your sales activity needs to: 1. Connect you with new people / others. 2. Drive other activity. 3. Lead to an offer. While the definition is simple, the application of this sales prospecting technique is almost never done correctly. Listen and see if you are doing things the right way...or the wrong way.

In this episode of the Sales Prospecting School podcast, we answer another listener question. This week, we answer the question: What is a good follow-up message? We have three pieces that make up a good follow-up message: First, we need to understand the format and type of follow-up. Second, we need to decide on how often we follow-up. Third, we need to settle on how to close our follow-up. Let us know what you think of this week's episode.

In this episode of the Sales Prospecting School podcast, we talk about the benefits that automation can have for your sales and lead generation systems. Let us know if you have any questions by reaching out to us at: john@salesprospectingschool.com

In this episode of the Sales Prospecting School podcast, we talk about the 25 outcomes and responses that you are likely to come across while making your cold calls.

In this episode of the Sales Prospecting School podcast, we talk distill Dan Kennedy's book 'No B.S. Direct Marketing' down to its 10 rules. https://www.amazon.com/B-S-Direct-Marketing-Non-Direct-Businesses/dp/1599185016/ Those ten rules are: 1. Always ask for something in return. 2. Always have a reason to respond. 3. Write clear instructions for 1 and 2. 4. Establish clear objectives. 5. Don't pay for brand building. 6. Create a follow-up system. 7. Write strong copy. 8. Make it look like mail order. 9. Settle for results. 10. Have a strict marketing diet. -- *11. Start. Just do it.

In this episode of the Sales Prospecting School podcast, we go into more depth about where to start your Four Horsemen strategy. The Four Horsemen Lead Generation Strategy looks like this: 1. Sales Letter 2. Lead Magnet 3. Funnel for Follow-up 4. SEO / Cornerstone A care application of this strategy will cover all your sales prospecting needs from calls and mailing, to email and SEO.