Podcast appearances and mentions of marylou tyler

On today's episode, BJ sits down with June Jewell, Author and President and CEO of AEC Business Solutions. June talks about her framework at AEC Business Solutions, how they help firms get tighter and more efficient, and how she has created a business training that is guaranteed to increase your utilization rate, cash flow and project profits.Resources mentioned: Find out more about June and AEC Business Solutions at: https://aecbusiness.com/June's book, “RAISE Your Value”: https://www.amazon.com/RAISE-Your-Value-Architecture-Engineering/dp/098838244XJune's book, “Find the Lost Dollars: 6 Steps to Increase Profits in Architecture, Engineering and Environmental Firms”: https://www.amazon.com/Find-Lost-Dollars-Architecture-Environmental/dp/0988382407/ref=tmm_hrd_swatch_0?_encoding=UTF8&qid=&sr=“Peaks and Valleys: Making Good And Bad Times Work For You--At Work And In Life” by Spencer Johnson: https://www.amazon.com/Peaks-Valleys-Making-Times-You-At/dp/1501108085“Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com” by Aaron Ross & Marylou Tyler: https://www.amazon.com/Predictable-Revenue-Business-Practices-Salesforce-com/dp/0984380213Calls-to-action: Inspiring People and Places is brought to you by MCFA. Visit our website www.MCFAglobal.com and sign up for our weekly newsletter where we curate some of the top industry articles of the week and give you a dose of inspiration as you head into the weekend!  MCFA IS HIRING!!  If you or anyone you know are looking to work in the Planning, Project Development, Project Management, or Construction Management field, contact us through our website. Interns to Executives...we need great people to help us innovate and inspire, plan, develop and build our nation's infrastructure.  Check out our MUST FILL positions here https://mcfaglobal.com/careers/.  We reward the bold and the action oriented so if you don't see a position but think you are a fit...send us an email!  Learn more at www.MCFAGlobal.comAuthor: BJ Kraemer, MCFAKeywords: MCFA, Architecture, Construction, Engineering, Public Engineers, Military Engineers, United States Military Academy, Veteran Affairs, Development, Veteran, Military, SEC

Inácia Soares fala sobre a livro "Receitas Previsível" dos autores Aaron Ross e Marylou Tyler que  aborda estratégias de vendas e marketing para impulsionar o crescimento dos negócios.

Carson Vincent Heady was born in Cape Girardeau, MO, graduated from Southeast Missouri State University and moved to St. Louis in 2001. He has served in sales and leadership across Microsoft, AT&T, Verizon and T-Mobile.   Carson is the best-selling author of the Birth of a Salesman series, the first book of which was published by World Audience Inc. in 2010. He released The Salesman Against the World in 2014, A Salesman Forever in 2016 and Salesman on Fire in 2020. He is also featured in Scott Ingram's B2B Sales Mentors: 20 Stories from 20 Top 1% Sales Professionals.   Carson is a 7-time CEO/President's Club winner across 5 roles at AT&T and Microsoft and National Verizon Rockstar winner. He has been recognized as a top social seller at Microsoft and is consistently ranked in the top 25 sales gurus in the world on Rise Global. He is included among the Top 50 sales authors on LinkedIn.   With over 330K social followers, Carson has also been interviewed on over 30 sales and leadership podcasts, by such luminaries as Jeffrey & Jennifer Gitomer, Jeb Blount, Brandon Bornancin, Sam Dunning, Larry Levine, Darrell Amy, Scott Ingram, Thierry van Herwijnen, Jim Brown, Sam Jacobs, Luigi Prestinenzi, Donald Kelly, Marylou Tyler, George Leith, Pat Helmer, Eric Nelson, Ron Tunick, Jeff Arthur, Mary Ann Samedi, Jean Oursler, Andre Harrell, Marlene Chism, Bill Crespo, Matt Tanguay, Josh Wheeler and Chad Bostick. He has also co-hosted the Smart Biz Show on EG Marketing Radio.   His articles have appeared in several noteworthy publications such as SalesGravy, Smash! Sales, Salesopedia and the Baylor Sports Department S3 Report.   Carson lives in St. Louis, MO, with his wife Amy and daughters Madison, Sidonia and Charlotte.  

"If you're an agency owner and you're interested in acquisitions, this is the episode for you!" Join host Jim Schubert in his excitement about today's guest on Agents Growth Academy Podcast, Mike Mensch. Mike is an acquisitions expert on the sales side, and he's bringing his top three pieces of advice for those who may be starting out with an interest in it. Get a framework of how a ready buyer is positioned, advice for handling the human aspect of acquisitions, and even hear a few MNA war stories. 3 Key TakeawaysWhy you must employ a "boots on the ground" strategy when you've made an acquisitionWhy you should take time to study an owner's P<he typical time frame to complete an acquisitionAbout Mike is the CEO and founding partner of Agency Brokerage Consultants, a top M&A advisor to the insurance brokerage industry. He is a Certified Business Intermediary (CBI) and a certified Merger and Acquisition Master Intermediary (M&AMI). He studied chemical engineering in college and graduated with a Bachelor of Science degree from Florida Tech and a Master of Science degree from Virginia Tech, continuing through becoming a Ph.D. candidate. He also holds a real estate broker license and property & casualty and life & health agent licenses in Florida. For more than 5 years, he has been one of the top producers within the International Business Brokers' Association (IBBA). In 2017, he was named to the prestigious National Association of Certified Valuators and Analysts “40 Under Forty” list of brightest emerging leaders in the business valuation profession.ResourcesWebsite: agencybrokerage.netCall the office: (321) 255-1309Mike's LinkedinPredictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com by Aaron Ross and Marylou Tyler

In episode #51 of Sweet Buzz - Scaling a Digital B2B Business With Dancho Dimkov, I talk about "Predictable Revenue", "Predictable Prospecting", and "Sweet Leads". You've probably seen some variation of the following stat before. But, I found it in the book "Predictable Prospecting" by Marylou Tyler and Jeremey Donovan. 3% of prospects are actively looking for your solution. (Evaluation) 7% are open to hearing about it. (Consideration) 30% know they don't need it. (Awareness) 60% aren't sure or don't know they have a need. (Unawareness) Can't get enough? Subscribe to Sweet Buzz - Scaling a Digital B2B Business With Dancho Dimkov to get a notification as I publish new episodes: https://podcast.bizzbeesolutions.com/ Do you want to get up close and personal with me? This is the place to be: https://danchodimkov.com/ Check out my latest book on B2B prospecting and lead generation, available on Amazon: https://amzn.to/3a4zvUE (UK), https://amzn.to/3D46YLa (US) Are you eager to subscribe to our newsletter for the latest trends and insights on B2B outreach, lead generation, prospecting, and other touchy content topics? Place your email address and hit SUBSCRIBE: https://www.bizzbeesolutions.com/beesletter/ Want to get in touch with Dancho? LinkedIn: https://www.linkedin.com/in/dancodimkov/ Facebook: https://www.facebook.com/dancho.dimkov.98 or on: LinkedIn: https://www.linkedin.com/company/bizzbee-solutions/mycompany/ Facebook: https://www.facebook.com/BizzBeeSolutions Website: https://www.bizzbeesolutions.com/

In this episode of the Startup Selling Podcast, I interviewed Marylou Tyler.   Marylou is the author of Predictable Revenue and Predictable Prospecting. She has worked with a number of co-authors and produced a book that will certainly help any startup company out there. Being one of the best sales enablement strategists, she is an expert when it comes to maximizing your resources and is always willing to share her knowledge to anyone who needs help.   This podcast focuses both on the incredible things that a startup business owner can do to improve sales and the common mistakes everyone should avoid.    Some of the key topics and questions that we covered in this podcast are:   Internalizing Your Competitive Position Six-Factor SWOT Analysis Developing an Ideal Account Profile Compel with ContentTM McKinsey's MECE model How you can send your emails wisely, and so many more Links & Resources   Marylou Tyler on LinkedIn: www.linkedin.com/in/maryloutyler   Marylou's website & book-related resources: maryloutyler.com/swag   Jeremey Donovan on LinkedIn: www.linkedin.com/in/jeremeydonovan   (Amazon) Book by Neil Rackham: SPIN Selling   (Amazon) Book by Neil Rackham: Major Account Sales Strategy   (Amazon) by Marylou Tyler and Jeremey Donovan: “Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline”   Listen & subscribe to The Startup Selling Show here:   BluBrry | Deezer | Amazon | Stitcher | Spotify | iTunes | Soundcloud | SalesQualia   Thanks so much for listening! Tell a friend or ten about The Startup Selling Show, and please leave a review wherever you're listening to the show.

SUBSCRIBE TO SALES SECRETS PODCAST:ITUNES ► https://itunes.apple.com/us/podcast/s...​SPOTIFY ► https://open.spotify.com/show/1BKYsQo...​YOUTUBE ► https://www.youtube.com/channel/UCVUh...​THIS EPISODE IS BROUGHT TO YOU BY SEAMLESS.AI - THE WORLD'S BEST SALES LEADS:WEBSITE ► https://www.seamless.ai/LINKEDIN ► https://www.linkedin.com/company/seamlessai/JOIN FOR FREE TODAY ► https://login.seamless.ai/invite/podcastBrandon Bornancin is a serial salesperson, entrepreneur and founder of Seamless.AI. Twice a week, Brandon interviews the world's top sales experts like Jill Konrath, Aaron Ross, John Barrows, Trish Bertuzzi, Mark Hunter, Anthony Iannarino and many more -- to uncover actionable strategies, playbooks, tips and insights you can use to generate more revenue and close more business. If you want to learn the most powerful sales secrets from the top sales experts in the world, Sales Secrets From The Top 1% is the place to find them.SALES SECRET FROM THE TOP 1%WEBSITE ► https://www.secretsalesbook.com/LINKEDIN ► https://www.linkedin.com/company/sales-secret-book/ABOUT BRANDONBrandon Bornancin is a serial salesperson (over $100M in sales deals), multi-million dollar sales tech entrepreneur, motivational sales speaker, international sales DJ (DJ NoQ5) and sales author who is obsessed with helping you maximize your sales success.Mr. Bornancin is currently the CEO & Founder at Seamless.ai delivering the world's best sales leads. Over 10,000+ companies use Seamless.ai to generate millions in sales at companies like Google, Amazon, Facebook, Slack, Dell, Oracle & many others.Mr. Bornancin is also the author of "Sales Secrets From The Top 1%" where the world's best sales experts share their secrets to sales success and author of “The Ultimate Guide To Overcoming Sales Objections.”FOLLOW BRANDON:LINKEDIN ► https://www.linkedin.com/in/brandonbornancin/INSTAGRAM ► https://www.instagram.com/brandonbornancinofficial/FACEBOOK ► https://www.facebook.com/SeamlessAITWITTER ► https://twitter.com/BBornancin

Você conhece o conceito de “receita previsível”? Essa foi uma metodologia criada para prever quanto sua empresa ganhará em um período de tempo, e é debatida no livro homônimo escrito por Aaron Ross, com coautoria de Marylou Tyler. Para entender de forma aprofundada sobre a ideia de receita previsível, para que ela serve, e comentar assuntos importantes que a obra traz que podem ser utilizados no mercado imobiliário, convidamos o Lucas, figurinha repetida do Pod Entrar. Coloca seu fone e vem fazer parte dessa conversa! Conheça a Direcional: https://direcional.com.br/ Conheça a Riva: https://www.rivaincorporadora.com.br/ Produção: Buffalo Digital http://buffalodigital.com.br/ e WEPOD --- Send in a voice message: https://anchor.fm/direcionalvendas/message

Do you want your revenue growth to be more predictable? You are in the right place. Today Marylou Tyler, author of Predictable Prospecting and co-author of Predictable Revenue joins us to share ideas on how to drive growth in the new year. You'll hear her fresh take on Ideal Customer Profiles. We'll also explore the importance of being very intentional about our messaging, especially was we head into a “new normal” where the outcomes buyers want may shift. Plus, you'll get to hear about Marylou's interesting journey from beginning as an engineer, helping set up some of the world's largest call centers to the cutting edge work she does today.

Do you want your revenue growth to be more predictable? You are in the right place. Today Marylou Tyler, author of Predictable Prospecting and co-author of Predictable Revenue joins us to share ideas on how to drive growth in the new year. You’ll hear her fresh take on Ideal Customer Profiles. We’ll also explore the importance of being very intentional about our messaging, especially was we head into a “new normal” where the outcomes buyers want may shift. Plus, you’ll get to hear about Marylou’s interesting journey from beginning as an engineer, helping set up some of the world’s largest call centers to the cutting edge work she does today. Learn more about your ad choices. Visit megaphone.fm/adchoices

As empresas têm se preocupado cada vez mais em atender com excelência  e garantir uma melhor experiência ao cliente. Mas, como fica essa questão no direito? O mercado jurídico está cada dia mais competitivo, e os escritórios e advogados que não começarem a se preocupar com a jornada dos seus clientes vão ficar para trás. Quem colocar o cliente como o centro de seus negócios, com a atenção e a sensibilidade necessárias, vai se destacar. Para falar sobre a experiência e o sucesso do cliente, eu conversei neste episódio com o Ricardo Oliveira. Ele é sócio e diretor comercial das empresas Trilha Gestão Jurídica e Perroni Consultoria. É coordenador e professor de cursos de pós-graduação. Idealizador e organizador do Encontro Legal. E é também coach formado pela Sociedade Latino Americana de Coaching (SLAC). - DIREITO 4.0 PODCAST -Instagram: https://www.instagram.com/direito4.0podcastLinkedIn: https://www.linkedin.com/company/direito-4-0-podcastE-mail: podcast@floox.com.br - RICARDO OLIVEIRA -LinkedIn: https://www.linkedin.com/in/ricardoalvesdeoliveirafilho/Instagram: https://www.instagram.com/ricardoalvesdeoliveirafilho/?hl=pt-br - NOTAS DO EPISÓDIO -Lincoln Murphy, RD Summit Resultados Digitais: https://resultadosdigitais.com.br/blog/studio-rd-summit-lincoln-murphy/RD Summit, Resultados Digitais:https://resultadosdigitais.com.br/blog/rd-summit/Rock Contect: https://rockcontent.com/br/blog/Podcast Perroni Consultoria: https://open.spotify.com/show/1L9cddvXQnY9JWHtEWQjjV?si=rkD1gHAVQb-IddLZgtwQhwMBA em Advocacia de Alta Performance, PUC Minas: https://www.pucminas.br/Pos-Graduacao/IEC/Cursos/Paginas/MBA-em-Advocacia-de-Alta-Performance_Online.aspx LIVROSReceita Previsível (Predictable Revenue): Como Implantar a Metodologia Revolucionária de Vendas Outbound Que Pode Triplicar os Resultados da Sua Empresa, Aaron Ross e Marylou Tyler:https://www.amazon.com.br/Receita-Previs%C3%ADvel-Predictable-Revenue-revolucion%C3%A1ria/dp/8551301179/ref=sr_1_1?adgrpid=80705489465&dchild=1&gclid=Cj0KCQiAzZL-BRDnARIsAPCJs71fqClu2If1PkyZV3B3nO_5s37sTFExAfZfXaoFDBlMuvQr82G-FfYaAnmYEALw_wcB&hvadid=392888033013&hvdev=c&hvlocphy=1001566&hvnetw=g&hvqmt=b&hvrand=22459804303703095&hvtargid=kwd-344818831164&hydadcr=5898_9839437&keywords=receita+previs%C3%ADvel&qid=1606784098&s=books&sr=1-1&tag=hydrbrgk-20Customer Success: Como as Empresas Inovadoras Descobriram Que a Melhor Forma de Aumentar a Receita é Garantir o Sucesso dos Clientes, Lincoln Murphy e Outros:https://www.amazon.com.br/dp/B075RCJQ5K/ref=dp-kindle-redirect?_encoding=UTF8&btkr=1Gestão dos Stakeholders, Thelma Valéria Rocha e Outros: https://www.amazon.com.br/dp/B076BWDCPV/ref=dp-kindle-redirect?_encoding=UTF8&btkr=1Como Chegar ao Sim: Como Negociar Acordos Sem Fazer Concessões, Roger Fisher:https://www.amazon.com.br/Como-chegar-sim-negociar-concess%C3%B5es-ebook/dp/B07DVPL2J1/ref=tmm_kin_swatch_0?_encoding=UTF8&qid=1606786310&sr=8-1O Jeito Disney de Encantar os Clientes, Vários Autores: https://www.amazon.com.br/dp/B0762J7N15/ref=dp-kindle-redirect?_encoding=UTF8&btkr=1 INSTAGRAMTrilha Gestão Jurídica: https://www.instagram.com/trilhagestao/?hl=pt-brPerroni Consultoria: https://www.instagram.com/perroniconsultoria/?hl=pt-brEncontro Legal: https://www.instagram.com/encontrolegal/?hl=pt-br

En este episodio nos encontramos con Jorge Araujo Muller, fundador de Nubelo (adquirida en 2016 por Freelancer), Bandit y Psquared. Jorge nos va a estar contando como el libro Predictable Revenue, de Aaron Ross y Marylou Tyler, le dio las herramientas claves para estructurar y crecer su equipo de ventas, lo que le permitió crecer su negocio en todo latinoamérica y España. Si tu empresa vende a otras empresas, no podés perderte este episodio.

Marylou Tyler, the force of nature on process development for SDRS, talks about patterns in applying Deep Learning to Cancer Research as well as SDR systems. She talks about simplifying complexity to nail the content narrative and what sales tech tool companies could actually build that might actually revolutionize the space. Hint: it's all bout follow-ups!

Mobile Growth Nightmares Episode 10 — Halloween special with Lucas Fedrizzi, Head of Sales & Expansion at Infleux.co. The Brilliant or Bullshit covers the Forbes article featuring the recent Influencer Marketing Summit: https://www.forbes.com/sites/matzucker/2019/09/25/influencer-marketing-solutions-but-no-hero/#61f34fe53e8a A book recommended by Lucas to learn the greatest sales tactics: Predictable Revenue by Aaron Ross and Marylou Tyler: https://www.amazon.de/dp/0984380213/

No segundo episódio, a conversa sobre livros de negócios foi com o Horacio Poblete, COO e head de vendas da RA Trustvox. O Horacio falou sobre os seus cinco livros mais marcantes e, na segunda parte, a gente discutiu o “Predictable Revenue” (Receita Previsível), do Aaron Ross e da Marylou Tyler. LINKS: Receita Previsível (https://amzn.to/2kLeEQ4); Horacio Poblete - LinkedIn (https://www.linkedin.com/in/horaciopoblete/) e Instagram (https://www.instagram.com/horaciopoblete/); Foda-se a Piscina de Bolinhas (https://www.instagram.com/fdsapiscinadebolinhas/); Trustvox (https://site.trustvox.com.br/).

COMO PROSPECTAR CLIENTES NO VAREJO? A ESTRATÉGIA de PROSPECÇÃO DE CLIENTES é tão importante quanto a EXECUÇÃO. Se atente a estas dicas citadas por Marylou Tyler, autora do livro Receita Previsível, e reveja suas estratégias de PROSPECÇÃO. E , lógico, #BORABRILHAR ! http://www.andreortiz.com.br - A Palestra de Vendas mais Assistida do Brasil - Sob medida para Convenção de Vendas !

We have a first in today’s episode! It’s our first returning guest. Joining me on the show today is Marylou Tyler.    Marylou is the founder of Strategic Pipeline, a Fortune 1000 sales process improvement consulting group. Her client roster includes prestigious companies such as Apple, Bose, AMA, Talend, CIBC, Gartner, Prudential, UPS, Logitech, Orkin, AAA and Mastercard.   Marylou is also an author and a contributor of two #1 bestselling books – “Predictable Revenue” and “Predictable Prospecting.” Both books have sold over 60,000 copies worldwide.   She specializes in optimizing top-of-funnel sales process and implementing predictable new sales opportunity models. Her approach walks clients through a 7-point outreach framework that is part behavioral, part predictive and part creative, which when combined together, yields a persuasive storytelling process for sales outreach.   Here are the highlights of the topics that we covered in today’s episode:   The Yellow Brick Road Matrix – Selling new products vs. existing products and selling to new clients vs. existing clients. Becoming a pleasant and reliable machine as a salesperson, entrepreneur and founder.  The five (5) levels of a prospect perception of a problem - starting from “unaware” and going to “extremely aware.” The Engagement Pyramid – a process for lead-scoring that shows what to offer your sales leads as the next step in your sales process. The importance of disqualifying potential customers that might not be ready to take action with you, and discover the ones that are ready to take action.  The Importance of Storytelling in your Sales and the five (5) steps of the story arc. Show Notes   Marylou Tyler: Website: www.maryloutyler.com PredictableEDU: https://predictableedu.com   Robert Cialdini: Influence: The Psychology of Persuasion: www.amazon.com/Robert-B.-Cialdini/e/B000AP9KKG   Nancy Duarte: TED - Talks Recommended: www.ted.com/talks/nancy_duarte_the_secret_structure_of_great_talks?language=en Nancy’s Books: www.duarte.com/books   Chet Holmes  The Dream 100 strategy: www.youtube.com/watch?v=ol2j3NLguBM The Ultimate Sales Machine [book]: www.amazon.com/Chet-Holmes-Turbocharge-Relentless-Strategies/dp/B004S7Y002   Twila Tharp’s book, “The Creative Habit” – www.amazon.com/Creative-Habit-Learn-Use-Life/dp/0743235274 Listen & Subscribe to The Startup Selling Show here: Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.com   Make sure to grab your free copy of my book – “Startup Selling: How to Sell If You Really, Really Have To And Don’t Know How.”   Just go to www.startupselling.co and you can download a free PDF version of the book. Thanks so much for listening! Tell a friend or ten about The Startup Selling Show, and please leave a review wherever you’re listening to the show.

SHOW NOTES SUBSCRIBE TO SALES SECRETS PODCAST ITUNES ► https://itunes.apple.com/us/podcast/sales-secrets-from-the-top-1/id1455492030?mt=2 SPOTIFY ► https://open.spotify.com/show/1BKYsQoP1eXgHQcJtQJn1z?si=X1XhrMSlQpSfvQyCarxsNQ YOUTUBE ► https://www.youtube.com/channel/UCVUhkUq4OQo9b4GUlfXmlCg THIS EPISODE IS BROUGHT TO YOU BY SEAMLESS.AI - THE WORLD'S BEST SALES LEADS WEBSITE ► https://www.seamless.ai LINKEDIN ► https://www.linkedin.com/company/seamlessai/ JOIN FOR FREE TODAY ► https://login.seamless.ai/invite/podcast SHOW DESCRIPTION Brandon Bornancin is a serial salesperson, entrepreneur and founder of Seamless.AI. Twice a week, Brandon interviews the world’s top sales experts like Jill Konrath, Aaron Ross, John Barrows, Trish Bertuzzi, Mark Hunter, Anthony Iannarino and many more -- to uncover actionable strategies, playbooks, tips and insights you can use to generate more revenue and close more business. If you want to learn the most powerful sales secrets from the top sales experts in the world, Sales Secrets From The Top 1% is the place to find them. SALES SECRET FROM THE TOP 1% WEBSITE ► https://www.secretsalesbook.com/ LINKEDIN ► https://www.linkedin.com/company/sales-secret-book/ ABOUT BRANDON Brandon Bornancin is a serial salesperson (over $100M in sales deals), multi-million dollar sales tech entrepreneur, motivational sales speaker, international sales DJ (DJ NoQ5) and sales author who is obsessed with helping you maximize your sales success. Mr. Bornancin is currently the CEO & Founder at Seamless.ai delivering the world’s best sales leads. Over 10,000+ companies use Seamless.ai to generate millions in sales at companies like Google, Amazon, Facebook, Slack, Dell, Oracle & many others. Mr. Bornancin is also the author of "Sales Secrets From The Top 1%" where the world's best sales experts share their secrets to sales success and author of “The Ultimate Guide To Overcoming Sales Objections.” FOLLOW BRANDON LINKEDIN ► https://www.linkedin.com/in/brandonbornancin/ FOLLOW MARYLOU LINKEDIN ► https://www.linkedin.com/in/maryloutyler COMPANY ► http://www.strategicpipeline.com/ PREDICTABLE REVENUE ► https://www.amazon.com/Predictable-Revenue-Business-Practices-Salesforce-com/dp/0984380213/ref=sr_1_1?crid=2S8CRJ2RCU2NW&keywords=predictable+revenue&qid=1560174786&s=books&sprefix=predictable+rev%2Cstripbooks%2C192&sr=1-1 PREDICTABLE PROSPECTING ► https://www.amazon.com/Predictable-Prospecting-Radically-Increase-Pipeline/dp/1259835642/ref=sr_1_1?keywords=predictable+prospecting&qid=1560174760&s=books&sr=1-1

PARA HACER LO QUE TE APASIONA, CREAR EL CAMBIO QUE DESEAS VER EN EL MUNDO Y TENER EL NIVEL DE VIDA QUE BUSCAS, ES CRÍTICO QUE APRENDAS A CREAR UNA MÁQUINA QUE GENERE INGRESOS CONSTANTES DE FORMA PREDECIBLE Esta idea sobre Innovación Instantánea fue destilada de "Ingresos Predecibles"(Predictable Revenue)" por Aaron Ross y Marylou Tyler. Este título ofrece una perspectiva sistemática en las ventas. Incluye hábitos, recomendaciones y conceptos probados por las empresas de mayor crecimiento del mundo para asegurar un flujo constante de ingresos. Recomendamos todas las ideas de este libro a cualquier persona que desee mejorar sus habilidades de venta y a líderes interesados en crear equipos de venta que produzcan resultados constantes y predecibles. Algo útil para dialogar ¿Qué nuevas posibilidades estarían abiertas para ti, si pudieras saber con confianza el retorno de tus esfuerzos diarios? ¿Te sirvió esta idea? Propágala para que más personas descubran de dónde vienen las buenas ideas. Suscríbete en ideasinfalibles.com o visita ideasinfalibles.com/premium para conseguir resúmenes completos.

You're listening to Unsubscribe! Today we have the honor of talking with one of the leading minds in sales education, Marylou Tyler! She's the founder of Strategic Pipeline, a one-stop solution to systematize your own sales process, so you can count on steady revenue, and grow it whether your sales cycle is long or short. Marylou is the perfect person to capstone our discussion on education in the sales world and where its value lies. From her time as a Computer Science major at USCB to her work at Xerox's Think Tank (with a group of misfits, as she calls it), Marylou's pathway into sales took a couple of twists and turns (and a magic wand) before she ended up where she is now. Listen in for some quality training and coaching takeaways, amusing anecdotes, and tangible tactics you can implement with your team today to get them working at their top capacity! --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app

Starting conversations with people you don't knowUnderstanding your company's target market is vital to a sales professional and the best way to do this is to create ideal buyer personas for your organisation. Knowing the personas is key to opening your funnel, increasing your pipelines flow and having a healthy relationship with both your prospects and clients. This week, prospecting and persona expert Marylou Tyler joins the podcast to discuss prospecting and the importance of creating the ideal personas within your target market so that you, as a sales professional can better understand the needs of your prospects and what you can do to lead them towards a meeting or sale.  Having spent the last 30 years perfecting lead generation for top-of-funnel business development, Marylou knows how important the personas you use are in sales and marketing and with the knowledge she shares with us, we can take another step forward in our sales careers.    Some places you can find Marylouhttps://predictableedu.com/courses-all/ (https://predictableedu.com/courses-all/) http://maryloutyler.com (http://maryloutyler.com) http://maryloutyler.com/predictable-prospecting/ (http://maryloutyler.com/predictable-prospecting/) https://www.linkedin.com/in/maryloutyler/ (https://www.linkedin.com/in/maryloutyler/)   Timestamps:[01:00] – How Marylou got into sales [03:10] – At the time when Marylou got into sales, what were her perceptions around it? [04:40] – What were some of the things which Marylou had to do when she first got into sales [07:10] – How did Marylou start to learn about the sales process and skills needed in sales today? [08:06] – What were Mary's inspirations for writing her books [10:23] – What is Mary's definition of prospecting [11:25] – Marylou talks about account-based development [14:40] – The importance of creating an ideal account profile and how we can start the process of building this account? [17:50] – Do we create a single persona or multiple personas for accounts that we are targeting [21:00] – Should we be mapping our touch-points with our prospects so that we are clear on who we are targeting and what stage of the buying process they are at [22:29] – What type of account and what size in revenue should we be using this tactic with [24:37] – What are some strategies we can employ to start the engagement process [26:45] – In Marylou's experience what has been the most consistent touch-point that you can use to reach your prospects [28:55] – How can we lead our prospect into the first contact? [31:18] – When you know that the customer isn't going to be impacted by your company's marketing what do you do? [33:45] – Is cold calling still effective? [36:20] – What are some of the most important tools we can use to get our prospect into the top pf the funnel [39:45] – Is prospecting something that mature, experienced salespeople should be doing? [41:30] – Some of the key habits highly successful SDR's have [44:05] – Biggest influence in your sales career and why? [47:11] – What Marylou wished she new when she started her career in sales

Predictable revenue is the dream of many an entrepreneur but the road to get there can be filled with nightmares UNLESS...you listen to the advice of our guest today.   Back on the show for a second time, is Marylou Tyler, the author of both Predictable Prospecting and Predictable Revenue. She also has an online program called Predictable EDU where you can learn about creating security and predictability in your sales process. Marylou is the master of crafting sales teams and deciphering the thousands of software systems that are available for various functions of automation - whether it's starting the conversation, continuing the conversation, following up on the conversation or figuring out who to even talk to. She teaches you how to engage with one so you can effectively engage with thousands. On today's podcast… 3:57 - Is there a better way to craft the sales teams based on behavior or mindset? 7:43 - Why Marylou likes to start a process manually before turning to technology 11:02 - Moving through the pipeline stages 16:11 - What does the perfect value proposition and email look like? 20:22 - The danger of creating something that's practically perfect 24:32 - 'Who' was the biggest hurdle you had to overcome? 27:49 - What question does Marylou ask herself every morning? 29:18 - Creating habitual daily rhythms Don't forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts! Sell or Die Hidden Stories with Jeremy Fulkerson Selling With Soul Wheelbarrow Profits Women Your Mother Warned You About Street Smarts with Harvey Mackay

Click here to schedule your complimentary strategy session with me or go to MisterProductivity.com (before they're gone!).   Marylou Tyler is a renowned sales process improvement expert, author, speaker and CEO of Strategic Pipeline. She has helped businesses like Apple, Bose and UPS consistently grow revenue by increasing their sales pipelines. Marylou's passion is helping B2B sales professionals advance sales conversations from cold to qualified opportunities.   On this episode with Marylou Tyler: salivation (uh, yeah), the inefficiency of multitasking, the many ways to use the Pomodoro Technique and how to habit stack.   Where you can find Marylou: predictableedu.com maryloutyler.com LinkedIn strategicpipeline.com   What did you think of this episode? I want to know. Go to MarkStruczewski.com/blog/marylou and leave a comment.   If you're looking to take your productivity to the next level or if you are interested in bringing me in to speak at your event, visit MarkStruczewski.com. Follow me on LinkedIn, Twitter and Instagram. Subscribe to my weekly Next Level Productivity Digest newsletter. If you love the show, share it with a friend on Apple Podcasts.  

Predictable Revenue by Aaron Ross & Marylou Tyler in 1 minute! www.instagram.com/flashcastminutes/ Feedback is very welcome:)

O Grupo Publicitários Negros no Facebook reúne quase 600 profissionais de comunicação negros e negras para aumento de capital social, aprimoramento profissional e sobretudo para aumentar a representatividade negra na propaganda brasileira. Nesta entrevista, Aquiles Borges, Jana Assumpção e Nubiha Modesto, alguns dos fundadores, contam os desafios dos profissionais negros no mercado publicitário, tanto nas agências quanto na ponta dos clientes, e outras coisas mais... Entrevista realizada em julho de 2018. Referências Livro "Um passarinho me contou: confissões de uma mente criativa", autor Biz Stone, editora Best Seller, 2014 Livro "Receita Previsível", autores Aaron Ross e Marylou Tyler, editora Autêntica, 2017 Série "Master of none", Netflix Série "Greenleaf", Netflix, 2016 Livro "Um defeito de cor", autora Ana Maria Gonçalves, editora Record, 2006 Livro "Mitologia dos Orixás", autor Reginaldo Prandi, editora Cia das Letras, 2000. Série "Insecure", HBO, 2016 Filme "Pantera Negra", direção Ryan Coogler, EUA, 2018 Filme "Fences" (Um limite entre nós), direção Denzel Washington, EUA, 2016 Séries "Grey's Anatomy e Scandal", direção Shonda Rhimes, EUA Série "Mad Men", direção Matthew Weiner, AMC, EUA, 2007 a 2015 Livro "As brasileiras e a publicidade contraintuitiva", autor Francisco Leite, editora Alameda, Brasil, 2017

Marylou Tyler is a successful consultant and trainer to Fortune 1000 companies. She helps them with their sales process. She is the bestselling co-author of two books: Predictable Revenue and Predictable Prospecting.

Debunking Sales Myths with Mike Schultz #216 Selling has changed tremendously in the last 10 years. But prospecting has changed even more. Previous  research suggests that 57 percent of the purchase decision is complete before a customer calls a supplier.  This gives sellers the false impression that buyers don’t want or need to talk to them early in the buying process. They do! Mike Schultz visits Sales Babble for clarifying and debunking these sales myths with advice based on hard research. Some Common Sales Myths Rain Group is a sales research institute just completed a study on prospecting. They talked to 488 buyers, asking them what  is the process they have used for past purchases. They study found it’s a sales myth that buyers don’t want to talk to sellers, eg. 67% sale done digitally. But this should slow sellers down.  71%  of buyers said they want to talk to sellers at the early part of their research. They want context. With too many choices it becomes to difficult for buyers to choose “Its the ‘paradox of choice” according to Barry Schwartz. Myth cold calling is dead. Greater than 50%  of buyers prefer to be contacted by the telephone. It is second only to email. Of the buyers researched,  57% have had the seller reach out to them on the phone. 82% of buyers take meetings with people they don’t know but have talked to on the phone. Buyers need inspiration, start with your existing clients. What Winners Do It’s a myth that buyers don’t want to hear about capabilities and only benefits. The #1 content buyers want is features and capabilities. It’s buyers primary research on their industry. They want descriptions of the capabilities in context. They desire content customized 100% to their business  Not mass mail merges. Great Sellers WAVE Winners Mindset – The Mindset of a winner is strategic,  not tactics only. Attraction Campaign – multistep and modal approach to reach out and connect to buyers. The number of attempts to reach a prospect should be 8 (not 3). Value – Get prospects to say wow that could be worthwhile (to have a call, meet, agree to demonstration or buy). Execution -Winners do all the tactical parts. They take action to turn around objections. They exercise executive functions to stay focused in a noisy world.  They have the ability to concentrate and focus for prospecting (which is the hardest thing to do).   Cold meetings that have a value approach will turn deals into wins. When sellers focus on value, 96% said it was influential. They want to be educated and collaborative >90%.  Yet the meetings must be interesting and add value. Most sales meetings are not valuable to most buyers. If they are impressive they will buy  things. Take Action Plan To get good at prospecting you have to make it 100% of your focus.   Attack it like you’re going to make it work. Build an  attraction campaign. How To Find Mike Schultz Website: https://www.raingroup.com Mike Twitter: https://twitter.com/mike_schultz RAIN Group Twitter: https://twitter.com/rainselling RAIN Group Facebook: https://www.facebook.com/RAINGroup/ Mike LinkedIn: https://www.linkedin.com/in/mikeschultz50/ RAIN Group LinkedIn: https://www.linkedin.com/company/rain-group_2/ Mike mentioned that we was happy to share a copy of the report with the audience:  5-sales-prospecting-myths-debunked How to Prospect and Generate Leads Here are past episodes that talk about the mindset for lead generation. What’s Not Working In Sales Today with Brandon Bruce #204 How To Generate Leads without Sales and Marketing with John Tripolsky #191 Repeatable Success for Sales Development Reps with Brendan Barrett #188 7 LinkedIn Strategies for Generating Qualified Leads with Janis Pettit #176 Why Qualifying Prospects is Like Selling To Zebras with Jeff Koser #171 7 Healthy Phone Habits to Get First Meetings with Marylou Tyler #150 Myths on Social Selling with Mark Hunter #142 How to Power Prospect with LinkedIn Groups with Liam Austin #135 How to Sell Big Clients and Win Tremendous Deals with Melinda Chen #114 How To Be An Awesome Sales Professional with Thomas Ellis #102 The post Debunking Sales Myths with Mike Schultz #216 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Marylou Tyler is the Founder of Strategic Pipeline, a Fortune 1000 sales process improvement consulting group that has done work with Apple, Bose, AMA, CIBC, UPS and Mastercard amongst others. Marylou specialize in optimizing top-of-funnel sales process and implementing predictable new sales opportunity models. She is also the author of 2 bestsellers, the most recent being Predictable Prospecting. You can find Marylou here: - http://www.strategicpipeline.com/ - http://maryloutyler.com/ - https://www.linkedin.com/in/maryloutyler/ Buy her latest book Predictable Prospecting here: http://amzn.to/2DMPWCp

Today's fascinating mind is Marylou Tyler

Master Your Cold Calling Fear With This 4 Step Script One of the most difficult steps in sales is cold calling. It’s a task dripping with anxiety, dread and reluctance. People want to be loved and respected. Inserting ourselves into a place that yields rejection is scary. But this is the problem.  Prospects rarely seek out vendors and buy. Waiting around for the phone to ring is a bad plan. So it falls on the seller to make the first move. That first move is often on the telephone.  You need to master your cold calling fear.  My definition of a cold call is when you reach out to prospect and they’re not expecting the call. You only have a few seconds to elicit interest making it tricky work. The trick is to have a service mindset focused on learning about the client, understanding their situation, then ascertaining if you can help. To make this lesson real, we’ll use an example of a real phone call. This call contains a series of steps. Each step has a reason and builds on the previous step. Do you stink at cold calling? Having a  cold-call script you trust stops call reluctance. Meet Pat, build that script and start setting appointments today. Register for the  Conquer the Cold Call Consultation First 10 are free with the coupon code “coldcall” ACME Everlast Cold Call Pat: Hi Mike, This is Pat Helmers from ACME Everlast You and I just connected on LinkedIn Did I catch you at a bad time. Do you have 1 minute? Mike: YEAH I GUESS, BUT ONLY A MINUTE P: We help business  owners keep their data safe from costly  feral squirrel hackers. You’ve heard about the squirrel attacks right? M:YEAH I THINK SO P: I’m calling because we have a special assessment program to review your vulnerability to squirrels this month and we’re looking for companies between 20-100 employees and I noticed on your website you have Database solution for Oak forest management and by the way that’s a great looking website! M: OH THANKS WE PAYED A LOT FOR THAT…….. P: Have you been attacked by the squirrels M: NO NOT YET P: What would happen if you were to lose the integrity of your database? M: …….pause …….OH THAT WOULD BE AWFUL: UNHAPPY CLIENTS – REBUILD FROM BACKUPS P: Really, what else M: LOST DEALS P: What else M: …….pause …….OH I DON’T KNOW I GUESS CREDIT CLIENTS FOR LOST BUSINESS P: What else M: …….pause ……. OH I DON”T KNOW PROBABLY MISS OUR YEAR GOAL P:So that would be bad… M: OH YEAH WE HAVE EXPANSION PLANS DEPENDENT ON THE INCREASED REVENUE P: And you’ve not done an assessment on your system before? M: NO… WE’VE THOUGHT ABOUT IT P: I’m curious what’s held you back… M: NEVER REALLY FOUND THE TIME P: What else? M: …….pause …….DON’T KNOW IF WE CAN REALLY AFFORD IT P: Interesting… what else? M: DON”T KNOW IF WE CAN TRUST THE RESULTS, I BET IT’S ALL A SETUP TO SELL US LOTS OF SERVICES P: Yes I’ve heard that before…. What else? M: WELL I GUESS THAT’S ABOUT IT… P:…….pause …….Sounds it sounds like you’re concerned about a squirrel attack and you’re willing to do something about it but at the same time you want to make sure that you’re making an informed decision that doesn’t cost you and arm and a leg.  Is that about right? M: pause………YEAH I GUESS SO P: Mike we’ve been doing this for a long time. We just did a company in your town called Soup to Nuts and found 15 breaches open to squirrel attacks. They said the same thing you said.. .if their system was to be attacked it could cost them millions   We did a free assessment on them and for a very economical investment they were able to remediate their system and avoid calamity. This isn’t really a question of if but when. Do you think this will happen to you too? M: I DON”T KNOW P: Have you ever had your credit card numbers stolen? M: YES P: It’s the same thing right? M: I GUESS SO P: If we were to do this assessment, who’s the tech person in your organization we would work with? M: MARY IS OUR CHIEF TECHNICAL OFFICER P: Mary? M: YES MARY SMITH P: Do you think we could start working with Mary Smith tomorrow to get an assessment started? M: YES I THAT’S POSSIBLE P: Could you check your email Mike, I just sent you a link do you see it? M: ……….pause……….YES P: Great, click on the link and  fill in Mary’s contact info.    What’s her phone number? M: OH IT’S 630- 768-3134 P: Let’s see is we can get this schedule for next week. I’ll give Mary a call later today.  Sound good M: YES P: Great Mike, well thanks for helping set this up with Mary and when it’s done I’d like to set up a meeting with you for the results. Do you have your calendar up, would this time next week work? M: LET ME SEE….. YES I CAN DO THAT. P: Great;  Again thanks Mike for everything and for all your help. Design of a Cold Call Let’s walk through the dialogue step by step and explain what’s going on. Each statement I made has a reason. Notice that most of them are questions. The entire script is choreographed with the following goals: Connect with the prospect so they agree to have a conversation Discover their pain or desires Assess if they are qualified to buy my products or services Show how my products/services address the problems and desire they just mentioned Get them to agree to a follow up meeting ie. get an appointment. The goal is to set up an appointment and to do this whole call in just a few minutes. Step by step breakdown of call This scripts assumes you’ve done your homework and have a good idea they are a qualified buyer. You can learn amazing things on social media, their website and the demographic of the  customers they serve. It also assumes that you have a value proposition. We’ve covered this in length already but if you can’t easily explain that  you serve a specific market with a specific set of needs and desires by provide a specific product/service/solution that have a set of specific benefits. The goal of any cold call is to schedule an appointment. Step One: Call ONE- Call – Dial, Read the script and get permission to engage in a conversation Ask for them by name and mention how you know them. I’m a big fan of LinkedIn and use it to warm them up. This is what’s called social selling. When you see those ads that say “Never cold call again!”, that’s what they’re doing. But it doesn’t have to be social selling. You could also say, I met you at a networking meeting, or a conference, or someone recommended you reach out to them. Make it seem natural that you and they have a common connection and it makes sense for the two of you to be communicating. When they agree give you a minute of their time, the power shifts from them to you. They’ve given you permission to take a bit of their time. Use this gift wisely. Quickly get to the punch sharing your  value proposition . Step Two: Share Reason Use value proposition to share  reason your calling I have a reason for calling. In this situation we have a special offer. The reason doesn’t need to be all that important. Maybe you’re going to  be in town next Tuesday. Maybe you just launched a new product.  etc…  Always have a reason. Short and sweet. Step 3: Qualify Ask questions and listen if prospect qualified Immediately start asking them questions. The more they talk, the higher likelihood you can advance the sale. Turn this into a natural conversation, not a presentation or worse, a lecture. Don’t fall into “selling telling”. If I’m talking more than a couple minutes i have an internal timer fire off and I start getting concerned I’m boring them or not adding value. So I ask a question to make sure they are still engage. Compliment them. In this case I said nice things about their website. No matter how good or bad it is, it’s good for you. It gives you insight into the kind of company they are. When doing outside sales calls I always complimented the building or something in the  persons office. Do what comes natural if you’re talking to someone you already know. Keep asking questions and truly listen to their answers. Have you been attacked, if you got a attacked what would happen? How would it cost you? Discover their pain and the  ramifications of their pain. Find out if your competition as already beat you to this customer Don’t cut them off keep them talking. Keep the conversation going by asking What Else. When I was in college I worked for a marketing company during the summer. I was one of those people who stood with a clipboard in the mall asking people questions about consumer products like cars, rice and beer. One trick they taught us to say what else after every open ended question. It was amazing what people would say. Often it was the third, fourth or fifth question before they really got to the thing that mattered most to them. What Else.  In the end you will know if they are qualified. Don’t argue or debate over their objections. They are concerned about cost, quality, profit, time and being conned.You can’t  blame them given all the sketchy sales people out there. Let them know you’re listening respectfully Once all the what elses are done, show how you overcome their concerns. Use examples of successful past clients. Offer free services to instigate a follow up in-person sales call. Once they agree they have a problem that’s a huge step forward. In this case I ask about the possibility of doing a free assessment. I start acting like an employee of the company and helping them figure out who and when I can work with the right staff, in this case Mary.  But it could be just asking if a time to meet works for them within the next two weeks. This is the WHOLE GOAL of this phone call, to get scheduled 1 on 1 appointment. Notice I ask about possibility. This way I don’t get a hard no answer. Most anything is possible. If they can agree to a possibility, you’ve advanced the sale.   Step 4: Schedule Appointment Get on the prospects calendar to fully share your value proposition. Giving away free stuff is a great way to get people’s interest. But it must be something that makes sense in the context of your offering. In this case we’re giving away a free assessment. But it could be a quick document or article that makes the prospect a little bit wiser and well informed. You need to give to get. A pen, post-it notes or coffee cups don’t have near the value of a well written 5 step checklist pertinent to their industry. The goal of the call is to get an appointment. In this case we’re trying to schedule a meeting to go over the assessment. While you have them on the phone get them on your calendar. Don’t say you’ll call them back to set up a time. Never leave the call without a follow up scheduled. Mindset Have the attitude I’m here to help my customers. I’m not going to take advantage of them. I’m going to earn their trust for life. If I can’t help them maybe I can refer them to someone who can. I’m here to help. Treat everyone like a distant cousin, someone you see once and awhile. You don’t know them that well but you deeply feel related to them. Not like a close friend, but a cousin Think about your  family, close friends, colleagues and community. Consider the skills that you use to build teams, help one another, listen, go the extra mile, partner. Consider those skills and use them when calling. Sales isn’t something separate from life. It is life. And what works with people close to you, works in sales.   How To Boost Your Cold Call Skills Having a  cold-call script you trust stops call reluctance. Meet Pat, build that script and start setting appointments today. Register for the  Conquer the Cold Call Consultation On February 23, 2018  Pat offered 10 free consultations.  Register here and use the discount code “coldcall”   Cold Calling Tips We have many past episodes we’ve shared with advice on how to cold call . Listen now! Strictly Cold Calling – Success Strategies for Business Development with Kerry Heaps #160 7 Healthy Phone Habits to Get First Meetings with Marylou Tyler #150 Myths on Social Selling with Mark Hunter #142 Cold Calling Role Play with John Trybulec #136 6 Simple Steps for Generating New Leads With Chris Helmers Secrets to Prospecting Like a Pro with Carrie Berens #120 Stop Cold Calling Start Communicating with Odile Faludi #109 How to Sell to the Obvious with Stephen Schiffman Sales For Start-ups with Mano Behera Prospecting for New Sales Leads with Steve Kloyda #73 The post Master Your Cold Calling Fear With This 4 Step Script – Anniversary Episode #200 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Do you believe that marketing and sales are evil? If you do (somewhere deep inside) then this will hold you back from helping people who need your product or service right now! Nicola shares several different ways of getting over this obstacle to your success... Clicks And Leads is a "tongue in cheek" digital marketing Vzine by entrepreneur, author, podcaster, speaker, Nicola Cairncross. Mentioned in the Vzine For the next couple of weeks, you can get your hands on the "Raw & Uncut" videos from my recent 2-day Gatwick workshop and save $400 on the finished versions. Click here to secure your copy. BBC 1 Drama - Hard Sun Recommended reading: Spin Selling by Neil Rackham, Predictable Revenue by Aaron Ross & Marylou Tyler, Traction by Gino Wickman, Think & Grow Rich by Napoleon Hill Vzine 050 | How To Get Out Of Your Own Way Vzine 049 | Leverage Your Content Till It Squeaks! Own It! 163 | 2018 Goals, Plans and Intentions Get help from Nicola in choosing your hungry market by joining the Clicks & Leads Academy Creative Direction & Video Editing Phoebe Soremekun Intro Music Pool Cosby Incidental Music [No Copyright Music] Happy Life - FREDJI [No Copyright Music] Palm Trees - Ehrling Drone footage of The Mani Georgios Ser-Aouas Check out more videos on my YouTube channel Download a FREE copy of my book "How To Market ANY Business Online" - Value $7.99 - Just click here to download https://goo.gl/dFTE

How to Make Sales with Voicemail with Dave Moravec #194 Sales Babble listener Dave Moravec visits the podcast to share telephone and voicemail prospecting tips. I  was a guest speaker at his CEO Sales Summit at the Integrity Data offices. I gave a talk on focused listening and qualifying. After the talk,  I fired up the digital recorder and had Dave share how he make sales with voicemail and email to solicit interest and earn an appointment. Sales Voicemail Challenge Do you return your voicemails?  Probably not. The common etiquette is to ask permission BEFORE calling. This is what we do with friends and family. But this wasn’t true in the past. Back in the day, you could call without permission. given there was no caller ID to screen your calls. This idea of permission is flowing into the B2B space. In fact only 4.8% voicemails get returned.  That’s a ration of  1:20.  This is the challenge. Your challenge is to leave a good and pertinent voicemail that will solicit the prospect to take your call OR return your voicemail. One key mindset is to be relevant. Leave a relevant message and be a relevant person. Voicemail Script During the interview we discussed what it means to be relevant and leave relevant voicemails. Dave shared an example: Hey Mary, you told me two weeks ago that I should give you a call because you were excited about the value our company provides. You didn’t have time at that time to learn more but you asked me to find a time that was more convenient. I appreciate that you told me that and I’d love to talk to you at your convenience. Here’s my number or if it’s easier for you this is my email address and we’ll set up a time that works. Thanks so much.  Voicemails and Emails People have one of two preferences: voicemail or email.  Dave uses both to discern their preference. First…. Leave a voicemail. Send an email that mentioned you left a voicemail and share a link Leave a voicemail mentioning you sent an email Dave has a cadence: Two voice mails, Two calls. He uses a one week follow up schedule. He moves the follow up around days and times of day. For example: Leave a message Tuesday morning Follow up Friday afternoon Follow up Thursday morning Conscious of holidays and vacation times Follow follow up until they tell you otherwise. People appreciate persistence and following up.   Take Action Advice Be relevant in the message you leave. Maybe share an article that helps them, recognize they are using a competitor and you might be able to overcome an issue.   Build relationships first. If you’ve done the first relationships, when you leave the follow up message, they will recognize that first conversation created the opportunity. They are likely to appreciate it. How To Find Dave Moravec Dave Moravec is a sales manager at Integrity Data  Dave’s email is dmoravec@integrity-data.com You can connect with Dave Moravec on LinkedIn  Original blogpost Voicemail…Are you returning those messages? Cold Calling Episodes Listen today to past episodes on cold calling, prospecting, voicemails and converting conversations to appointments: Strictly Cold Calling – Success Strategies for Business Development with Kerry Heaps #160 7 Healthy Phone Habits to Get First Meetings with Marylou Tyler #150 Myths on Social Selling with Mark Hunter #142 Cold Calling Role Play with John Trybulec #136 6 Simple Steps for Generating New Leads With Chris Helmers Secrets to Prospecting Like a Pro with Carrie Berens #120 Stop Cold Calling Start Communicating with Odile Faludi #109 How to Sell to the Obvious with Stephen Schiffman Sales For Start-ups with Mano Behera Prospecting for New Sales Leads with Steve Kloyda #73   The post How to Make Sales with Voicemail with Dave Moravec appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

How To Learn The Secret Lingo of Your Customer with Jeffrey Shaw #192 Author Jeffrey Shaw visits Sales Babble to talk about his book Lingo – Discover Your ideal Customers’s Secret Language and Make Your Business Irresistible.   Jeffrey believes that far too often people sell the wrong thing to the wrong people. Unfortunately too few people understand for whom they are for. Your ideal client has a secret lingo that mirrors your traits and values.  Once you learn their lingo, you can quickly discern and serve this market. Five Step Process In his book Jeffery outlines a five step process for discovering your prospects secret lingo. Understand your ideal clients perspective Create familiarity and comfort Style – build one that matches your target Pricing – Use whole numbers for high-end customers Words – use language they speak How To Connect with Jeffrey Shaw To find Jeffrey Shaw, his book,  and the free secret lingo giveaways go here: Lingo mediate kit Inforgraphic Free Chapter of his book Audio version of the first chapter of the book The full book on Amazon LinkedIn Twitter @jeffreyshaw1 Go to Jeffreyshaw.com/sales  How to Learn About Your Ideal Client Here are past episodes that speak to the importance of knowing your ideal client. How To Generate Leads without Sales and Marketing with John Tripolsky #191 Repeatable Success for Sales Development Reps with Brendan Barrett #188 7 LinkedIn Strategies for Generating Qualified Leads with Janis Pettit #176 Why Qualifying Prospects is Like Selling To Zebras with Jeff Koser #171 7 Healthy Phone Habits to Get First Meetings with Marylou Tyler #150 Myths on Social Selling with Mark Hunter #142 How to Power Prospect with LinkedIn Groups with Liam Austin #135 How to Sell Big Clients and Win Tremendous Deals with Melinda Chen #114 How To Be An Awesome Sales Professional with Thomas Ellis #102 Sales For Start-ups with Mano Behera The post How To Learn The Secret Lingo of Your Customer with Jeffrey Shaw #192 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

How To Generate Leads without Sales and Marketing with John Tripolsky #191 In this episode we meet John Tripolsky, CEO of JTE Marketing. John shares his process to generate leads through a referral process. When starting John had neither  marketing nor a sales staff. Instead he leveraged his existing network to find qualified prospects and generate leads. It worked and this is how to generate leads without sales and marketing! Hire a Team Without Hiring The JTE Marketing earned its first two clients from friends and family. They repeated the process by working networking meetings. John kept attending and connected with five people. From those five they built their portfolio. Building personal relationships is what matters. John is a strong advocate for LinkedIn. He has 7K connections. Almost all have gotten a personal message welcoming them to connect.   Not everyone is a qualified prospect. Yet all know people who ARE qualified. Referrals come from both existing and non clients Lead Generation Referral Process Use the three letter word “ask”    Sit down and casually start… “let’s talk about XYZ …..” He then asks…. “Do you know anyone I could talk too? “ Next he asks … “Would you introduce me? Would you send an introduction email?” Share “I would love to talk to them and pick their brain about …. “ Once you get the lead follow up … “John Smith recommended I give you a call…” Lastly asks if they would be open to personally set down and chat for 10 minutes. In person This is how you learn about a market and it’s nomenclature. It’s also solid advice on how to generate leads without sales and marketing. This process is great news for startups! A Watershed Deal After a terrific presentation he was asked for a proposal. He had no idea what to do but eventually created an order form. It was not pretty. Since he’s a marketing company, he believed this poorly represented the company. He made it beautiful with graphics and brand worthy style. Make your invoices and quotes BEAUTIFUL! He recommends Pandadoc  Having a great proposal maintains the positive feeling that happened at the time of the presentation. Take Action Advice Ask……  Make it second nature to make requests of clients and prospects. Get over the hump of shyness. If you never ask you’re never going to get anything from it. Keep forward momentum, embrace lifelong learning and ASK. Where To Find John Tripolsky This is the link to the JTE Marketing Group You can also find John on LinkedIn How to Prospect and Generate Leads Repeatable Success for Sales Development Reps with Brendan Barrett #188 7 LinkedIn Strategies for Generating Qualified Leads with Janis Pettit #176 Why Qualifying Prospects is Like Selling To Zebras with Jeff Koser #171 7 Healthy Phone Habits to Get First Meetings with Marylou Tyler #150 Myths on Social Selling with Mark Hunter #142 How to Power Prospect with LinkedIn Groups with Liam Austin #135 How to Sell Big Clients and Win Tremendous Deals with Melinda Chen #114 How To Be An Awesome Sales Professional with Thomas Ellis #102 Sales For Start-ups with Mano Behera How to Assume Rapport when Prospecting with Ken Dunn #90 The post How To Generate Leads without Sales and Marketing with John Tripolsky #191 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Repeatable Success for Sales Development Reps with Brendan Barrett #188   There is a growing trend for companies to separate business development from deal closing. We’re talking about two different people: One person setting up appointments the Sales Development Reps (SDR) and the other is the  closer. In this episode our guest Brendan Barrett and I walk through the SDR process with it’s pros and cons. We do some roleplaying in order to show practical advice for anyone prospecting and trying to set up an appointment.   What and Why an SDR? SDR stands for Sales Development Reps – appointment setters, prospectors and cold callers.  Brendon calls the the Roller to the Closer .  This is different than the traditional inside sales (an order taker).   This is all outbound sales and Business Development.  They are sometimes called Business Development Reps or BDR. More efficient for closers, who can be closing deals daily vs spending time in the office setting up their own meetings. Downside of SDRs. Details get dropped Having a process imperative Communication What Makes For SDR Success? Entry level position Hungry, coachable, naturally curious SDR Process In this section we walked through the SDR process and gave practical examples for the Listeners. Create a relationship Use LinkedIn to prospect Reach out to sescretary Take 2-5 touches to get a meeting Create a dialogue (conversation) “I’m looking for people who set up your brown bag discussions “I saw your post on LinkedIn and I’m curious about it ….. Could be set up on Facebook, Messenger, LinkedIn or email Always wish somebody a good day, that opens up people Qualify Prospecting is market research Some deals take years, hand off slow deals to marketing to keep them warm Laws of attraction applies by showing interest. Create curiosity, get them to ask you about you Be skeptical, don’t assume they are qualified Ideally you want them to see the value and self qualify Win permission to sell Make a phone call about them “How was the weekend, what do you have going on this week If you met at a conference, start there, “what’s your next conference on your calendar Introduction to Closer Sounds like we could work with you well but I’m not the right person Take Action Advice Nice guys win and smarter guys win more! Be helpful! How To Find Brendan Barrett Go to the Start In Phoenix website  www.startinphx.com Business of Family and Selling Podcast  startinphx.com/family From there you can download the Double my Revenue 7 day Sales Challenge @StartInPhx on Instagram StartInPhx on Facebook @StartInPhx on Twitter Support our Sponsor Bluehost Sales babble is brought to you by Bluehost. Take your idea and start your business online. Sales Babblers can start for only $3.95/month FREE Domain Free Site Builders 1-Click WordPress Install 24×7 support Special intro offer and 30-day money-back guarantee Powering over 2 million websites worldwide   How to Prospect and Generate Leads Other great episodes on business development. Listen today! 7 LinkedIn Strategies for Generating Qualified Leads with Janis Pettit #176 Why Qualifying Prospects is Like Selling To Zebras with Jeff Koser #171 7 Healthy Phone Habits to Get First Meetings with Marylou Tyler #150 Myths on Social Selling with Mark Hunter #142 How to Power Prospect with LinkedIn Groups with Liam Austin #135 How to Sell Big Clients and Win Tremendous Deals with Melinda Chen #114 How To Be An Awesome Sales Professional with Thomas Ellis #102 Sales For Start-ups with Mano Behera How to Assume Rapport when Prospecting with Ken Dunn #90 How To Generate Sales Leads Using LinkedIn, Facebook and Twitter     The post Repeatable Success for Sales Development Reps with Brendan Barrett #188 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

TOMIWA ADEY, FOUNDER — START-UP BAKERY Tomiwa Adey is a young tech entrepreneur who has founded several start-ups, learning a lot from his successes and failures. He grew up in Nigeria where he often had to hustle just to feed himself which in hidsight now leads to some amazing stories to tell. He offers a humorous insight into the trials and tribulations of being a tech entrepreneur and how to develop a positive mindset in the face of any situation. SAM’S TAKE HOME TIPS Tip 1 — Do things crazy things that scare you Whether it’s doing crazy projects to get yourself noticed or taking leaps out of your comfort zone, always keep things a little insane. It will help lead to a more varied life that you can look back on with rich memories of contrasting moments. Basically, you’re life will be a series of events that stand-out rather than a blur of monotony. You’ll have more stories to tell the grandkids and it will force you to keep learning and improving in ways you can’t even imagine. Tip 2 — Do something you’re passionate about If you want people to recognise what you’re doing or help you will be much more successful if you can demonstrate clear passion for what you’re doing and show the fact you will go the extra mile you’re much more likely to open more doors for yourself and Tip 3 — The power of a network A great lesson for tech entrepreneurs out there. sitting indoors building your project and perfecting things is great but you’ll never be a success unless you go outside and talk to people. Growing a network you can leverage its just as an important skill as being able to code if you want to be a successful entrepreneur. Tommy teaching me how to use a computer Contact Us You can find out more about us and chat about anything you like Tommy: tomiwaadey.com (https://tomiwaadey.com/) Twitter (https://twitter.com/tomiwaAdey) LinkedIn (https://www.linkedin.com/in/tomiwaadey/) Sam: Instagram (https://www.instagram.com/samjamsnaps/) Quora (https://www.quora.com/profile/Sam-Harris-58) Twitter (https://twitter.com/samharristweets) LinkedIn (https://www.linkedin.com/in/sharris48/) TOMMY’S FAVOURITE BOOKS We didn’t even get onto books during the episode. But fortunately, Tommy already has a list of his favourite books with his own short summary of why you should read it. Get any of the books free on audible (https://www.amazon.co.uk/Audible-Free-Trial-Digital-Membership/dp/B00OPA2XFG?tag=samharris48%E2%80%9321) Traction — Gabriel Weinberg and Justin Mares (https://www.amazon.co.uk/gp/product/0241242533/ref=as_li_qf_sp_asin_il_tl?ie=UTF8&tag=samharris48-21&camp=1634&creative=6738&linkCode=as2&creativeASIN=0241242533&linkId=5a26060ca4e773b9a028a32876de0bbf) The key message in this book: Even great products don’t sell themselves. A start-up stands or falls on the customer base it can build. This is why you need to think about traction early and often and build your company’s goals around achieving that traction. 4 Hour Work Week — Timothy Ferriss (https://www.amazon.co.uk/gp/product/0091929113/ref=as_li_qf_sp_asin_il_tl?ie=UTF8&tag=samharris48-21&camp=1634&creative=6738&linkCode=as2&creativeASIN=0091929113&linkId=910d0edd2947034a1e72f070f230821d) Instead of living the 9–5 life of a desk slave, join the New Rich, create an automated income and enjoy a full life here and now. 22 immutable laws of Marketing — Al Ries & Jack Trout (https://www.amazon.co.uk/gp/product/1861976100/ref=as_li_qf_sp_asin_il_tl?ie=UTF8&tag=samharris48-21&camp=1634&creative=6738&linkCode=as2&creativeASIN=1861976100&linkId=baefa37c37f669c07eb6480e048f31e6) While having the cash to invest in marketing strategies is important, it’s far more essential to understand the rules by which companies play. Successful marketing deals in perceptions — not products — so follow the laws of marketing to help you craft a strategy that will win every time. Venture Deals — Brad Feld and Jason Medelson (https://www.amazon.co.uk/gp/product/0470929820/ref=as_li_qf_sp_asin_il_tl?ie=UTF8&tag=samharris48-21&camp=1634&creative=6738&linkCode=as2&creativeASIN=0470929820&linkId=753ccf194fe2964bb541dcce432b9dff) If you want to secure funding for your start-up, then you’ll need to know what your options are and how to make the most of them. When it comes to raising venture capital, that means understanding the interests of investors and assembling the right team to support you at the negotiating table. Start With Why — Simon Sinek (https://www.amazon.co.uk/gp/product/0241958229/ref=as_li_qf_sp_asin_il_tl?ie=UTF8&tag=samharris48-21&camp=1634&creative=6738&linkCode=as2&creativeASIN=0241958229&linkId=9c33cd5529e590375b4e85a452e0543b) Businesses, individuals and movements of all kinds should always start with WHY — their reason for doing something. This WHY should be the basis for every decision its leaders make and every message they transmit. By doing so, they will attract loyal supporters and garner long-term success. Think and Grow Rich — Napoleon Hill (https://www.amazon.co.uk/gp/product/1934451355/ref=as_li_qf_sp_asin_il_tl?ie=UTF8&tag=samharris48-21&camp=1634&creative=6738&linkCode=as2&creativeASIN=1934451355&linkId=f8f6188e452a8cacade171b5c2dc9fec) Wealth — in whatever form — is seldom the result of luck or coincidence. Far from that, it’s almost always the result of different traits and skills that anyone can learn and acquire. Mindset — Carol S. Dweck (https://www.amazon.co.uk/gp/product/147213995X/ref=as_li_qf_sp_asin_il_tl?ie=UTF8&tag=samharris48-21&camp=1634&creative=6738&linkCode=as2&creativeASIN=147213995X&linkId=c7c8acf5f04fb8c59b8049631c224b12) People with a fixed mindset obstruct their own development through their belief in innate talent and their fear of failure. On the contrary, people with a growth mindset work hard and train hard to ultimately realize their potential to the fullest. By confronting our own attitudes and ideas, we can develop a growth mindset. The Art of Learning — Josh Waitzkin (https://www.amazon.co.uk/gp/product/0743277465/ref=as_li_qf_sp_asin_il_tl?ie=UTF8&tag=samharris48-21&camp=1634&creative=6738&linkCode=as2&creativeASIN=0743277465&linkId=eeb05f26b9ac227d202436a44fb4c14e) Anybody can achieve superior performance with the right mindset, perseverance, dedication and strategy. Using performance psychology methods, you can learn to manage your ability to focus and relax, switching between them as needed. Predictable Revenue — Aaron Ross and Marylou Tyler (https://www.amazon.co.uk/gp/product/0984380213/ref=as_li_qf_sp_asin_il_tl?ie=UTF8&tag=samharris48-21&camp=1634&creative=6738&linkCode=as2&creativeASIN=0984380213&linkId=07cfc8d09011d48f581c6925d1475cfb) Today’s world requires a new approach to sales. Salespeople must truly understand lead generation, from the different types of leads to the most effective approaches for generating them. With a specialized team that ensures every step of a sale is performed to a high calibre, and an organization that is committed to best practices, you can expect powerful and reliable revenue. The Everything Store — Jeff Bezos (https://www.amazon.co.uk/gp/product/0552167835/ref=as_li_qf_sp_asin_il_tl?ie=UTF8&tag=samharris48-21&camp=1634&creative=6738&linkCode=as2&creativeASIN=0552167835&linkId=e5ec4643dcc2e5e3057679ed2d2fc0b3) The main message of this book: Strong customer orientation, long-term thinking and the drive to evolve and improve are the qualities that make Amazon what it is. The company’s unequalled success can undoubtedly be traced back to the way of thinking promoted by its founder, Jeff Bezos. He stands out in particular for his willingness to take risks and try new things, as well as for his future-oriented thinking, which is also exemplified by his other projects, such as a private space program and a 10,000-year clock. Positioning: The Battle for your Mind — Al Ries & Jack Trout (https://www.amazon.co.uk/gp/product/0071373586/ref=as_li_qf_sp_asin_il_tl?ie=UTF8&tag=samharris48-21&camp=1634&creative=6738&linkCode=as2&creativeASIN=0071373586&linkId=8f26b64ae72131a1dd2047e61d815102) In order to successfully market a product, you have to have a good product name, avoid marketing traps and utilize your competitors. If you can’t be the first in the market, you must use your own positive qualities and specialities to find a niche for your product rather than being a “me-too” product. Jab, Jab, Jab, Right Hook — Gary Vaynerchuck (https://www.amazon.co.uk/gp/product/006227306X/ref=as_li_qf_sp_asin_il_tl?ie=UTF8&tag=samharris48-21&camp=1634&creative=6738&linkCode=as2&creativeASIN=006227306X&linkId=8e5704e12535f3c18ba11bcdd4b2e57c) As more and more of our lives take place online, it is essential for businesses to use social media campaigns. So figure out what platforms are best for your brand, and tailor your marketing to them. Remember there’s no “one size fits all” for social media marketing, and don’t be afraid of new platforms like Pinterest. Any business can find success when it gets social media right. The Little Prince — Antoine De Saint-Exupery (https://www.amazon.co.uk/gp/product/1405216344/ref=as_li_qf_sp_asin_il_tl?ie=UTF8&tag=samharris48-21&camp=1634&creative=6738&linkCode=as2&creativeASIN=1405216344&linkId=95d4c2be8806bc1d9005fa7c5c6b5184) Tommy’s favourite piece of fiction of all time. An absolute classic you must read. Try a free Audible trial of any book here (https://www.amazon.co.uk/Audible-Free-Trial-Digital-Membership/dp/B00OPA2XFG?tag=samharris48%E2%80%9321) Subscribe! If you enjoyed the podcast please subscribe and rate it. And of course, share with your friends! Special Guest: Tomiwa Adey.

How can you create a predictable flow of prospects for your business? Marylou Tyler, co-author of Predictable Revenue and Predictable Prospecting discusses how you can repeatedly and scalably generate conversations that build your business. If you’re responsible for revenue in your company, you owe it to yourself to hear this conversation. Love the show? Subscribe, rate, review, and share! Here’s How » Join the Selling Disruption Show Community today: sellingdisruptionshow.com Selling Disruption Show Facebook Selling Disruption Show LinkedIn

How can you create a predictable flow of prospects for your business? Marylou Tyler, co-author of Predictable Revenue and Predictable Prospecting discusses how you can repeatedly and scalably generate conversations that build your business. If you're responsible for revenue in your company, you owe it to yourself to hear this conversation. Love the show? Subscribe, rate, […]

No matter what business you’re in, if you want to be successful, you have to be good at sales. I don’t mean simply good at closing sales. I mean good at identifying, attracting and building relationships with the right customers. You can’t close deals if you don’t have qualified prospects continuously entering sales pipeline. Today I talk to Marylou Tyler, a sales and process expert who helps businesses fill their sales funnels with qualified leads that go from “cold” to “closed” in an efficient and predictable way. Marylou shares with us the secrets to effective cold-calling and the biggest mistakes salespeople make when reaching out to potential clients.

How to warm up the chill of cold conversations with your prospects? What phone habits increase your chances of booking the first meeting? Where do metrics come into play? Today Shira Abel and Marylou Tyler discuss the book Predictable Prospecting, cold calling, the biggest mistakes at the top of the funnel, and how to use marketing in sales to your advantage.       About Marylou Tyler • Marylou Tyler is a sales process improvement expert, author, speaker, and as CEO of Strategic Pipeline, she has helped companies like Apple, Bose and UPS consistently grow revenue by increasing their sales pipelines. • Marylou's passion is helping B2B sales professionals advance sales conversations from cold to qualified opportunities. • Marylou also co-authored the #1 Bestseller Predictable Revenue (sold over 60,000 copies), and has included her latest prospecting and sales strategies learned from spending the last five years in the field with clients in her newest book, Predictable Prospecting. Key Takeaways: • Never be afraid of testing in sales and marketing, set your ego aside. • You have to work towards habit if you're in a business development role. • Cold calling is not dead. It's the combination of the way you use it and how you apply it that is going to bring you the success you're looking for. Please rate this podcast. About Shira Abel Shira Abel is the CEO and Lead Strategist at Hunter & Bard (http://www.hunterandbard.com), an inbound marketing and branding agency. Clients include: Folloze, Totango, Cyara, Sarine Technologies, Pushbullet, AXA Tech, CloudEndure, AppsGeyser, Pitango VC, Allianz, and more. Creator and host of the SaaS Insider podcast. Creator of the Behavior Engineering Canvas. Mentor at 500 Startups. Former professor of Marketing for Startups at Tel Aviv-Jaffa Academic College. MBA from Kellogg School of Management. Loves family time, cooking, and traveling. Hates writing about herself in the third person. She lives in Silicon Valley with her husband, teen and tween sons and a very large Great Pyrenees. If you would like to be interviewed on SaaS Insider - please contact Shira at the URL above. The SaaS Insider podcast is brought to you by Hunter & Bard, a marketing agency specializing in design, branding, content and marketing automation – helping SaaS companies reduce their marketing debt. It’s also a member of the C-Suite Radio Network. Check out Hunter & Bard today at http://hunterandbard.com

It sees everywhere you turn, someone is talking about prospecting.  What to do, what not to do, how to win, what pitfalls to avoid...It can be overwhelming for even the best sales people to know the right approach to take. In this episode, we interview Marylou Tyler, author of Predictable Prospecting and it's predecessor, Predictable Revenue.  Some of the topics we cover include: How to land crucial meetings Twelve habits of highly successful SDRs How to leverage the right tools for predictable prospecting  

Today my special guest is Marylou Tyler. She is the Founder of Strategic Pipeline, a Fortune 1000 sales process improvement consulting group, and the author/contributor of two #1 bestsellers: Predictable Revenue (2011) and Predictable Prospecting (2016). In this episode we talk in depth about the fact that sales can be a system, it can be a process and you can improve at sales as a result of just focusing on all the various elements of the sales process. With that in mind, I am launching for the second time my Successful Sales System. If you want to learn how to attract clients through inbound and outbound marketing, closing deals, becoming more effective at customer experience and personal branding, I’d love to chat with you. And without further ado, here’s Marylou Tyler. Share this episode!   Click to Tweet http://ctt.ec/2x3tT @maryloutyler Technology is wonderful, but let’s not abuse it and overuse it. http://bit.ly/2orXZAk http://ctt.ec/MPFqc I just went out and tried to do what worked and if it didn’t work I tried something else. And I tracked my results. @maryloutyler http://bit.ly/2orXZAk   Show notes [02:15] Marylou’s engineering background [05:03] From Engineering to Sales [08:15] Leveraging curiosity [09:40] Becoming a thought leader [11:30] Six general areas to focus on [13:22] The Predictable Revenue Formula [18:19] Predictable Prospecting [21:19] People, Process, Technology [22:00] Crafting the sales process that works for you and your business [25:24] A personalized email approach [27:15] Spend time on prospecting [28:42] 33:33 and getting things done [31:31] Your ideal client [33:18] Where to find Marylou   Mentions Visit http://maryloutyler.com/ Connect with Marylou on LinkedIn and Twitter Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com by Marylou Tyler Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline by Marylou Tyler Access Marylou’s webinars, trainings and cheat sheets here: http://maryloutyler.com/swag/

Full Notes https://www.salestuners.com/marylou-tyler/ Takeaways Know When to Walk Away: Most of us are eternally hopeful, but it’s often more prudent to be realistic. If you have a strong pipeline, work it. Don’t be afraid to push back, but also recognize when something isn’t working. If it’s not a good fit, the square peg will not fit into a round hole over time. Have a set list or set of criteria you look for in initial meetings, and if the client doesn’t fit, move on. While everybody may be a prospect, not everyone is a good prospect. Recognize the difference as early as you can. Trade Discipline for Habit: Think of prospecting like you would brushing your teeth. It’s different than being disciplined, it’s habit. It’s something you do every day without thinking. There’s a good reason people lose weight, then gain it and lose it and gain it again. They can have all the discipline in the world, but if working out and making healthy choices is not a habit for them, the discipline is for naught. Incorporate prospecting into your daily routine prevents the peaks and valleys. The habit become so ingrained into your mind that it would feel weird if you missed it. Become a Student of the Game: Talking to the right people at the right time in the right role at the right stage of the pipeline is a magical formula for success, but how do the stars align so beautifully to facilitate such perfection? The key here is studying your process and knowing your numbers. As each sales cycle unfolds, what patterns can you identify? Are there common stalls or objections? Finding repeatable solutions can put at the top of the leaderboard in no time. Book Recommendation How to Win Friends and Influence People by Dale Carnegie Sponsor Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.

Sales is certainly the driving force in any business behind the creation of revenue and profit. And one of the most critical factors in the sales process is keeping a steady flow of ideal clients pouring into the top of your sales funnel. In fact, that’s a process within itself. Our special guest on this episode of Sales Chalk Talk is Marylou Tyler, who wrote the book titled “Predictable Revenue”. And she unleashed a torrent of tremendous ideas and strategies about how you can dramatically increase your sales and revenues, as a result of your prospecting efforts. What you’ll hear on this show: • How you can build a strategic plan for keeping your sales funnel full • Creating emails that are unpredictable and delightful to draw your ideal prospects to you • How organization and consistency can skyrocket your sales and revenues • And much more! Join marvelous co-host, Jim Hamlin, and me as we laugh and learn with Marylou about Predictable Prospecting. Marylou’s website is http://maryloutyler.com

Last month, we sat down and talked with Marylou Tyler, co-author of Predictable Revenue. On this episode of the Prospecting Podcast, Marylou and Ryan talk about picking the right accounts, account based prospecting, and her new book, Predictable Prospecting. To get 50 free credits of LeadIQ visit this link: http://leadiq.com To get Marylou's new book: https://www.amazon.com/Predictable-Prospecting-Radically-Increase-Pipeline/dp/1259835642 To read more about Marylou, visit http://maryloutyler.com/

Marylou Tyler of Predictable Revenue and Predictable Prospecting fame discusses how she moved from writing code to sales success by using her engineering background instead of running away from it.

"Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline" by Marylou Tyler and Jeremey Donovan   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/Predictable-Prospecting-Marylou-Tyler

Marylou Tyler is an author, CEO, & a Fortune 1000 consultant. Marcello & Marylou discuss the beginning stages of pipeline management such as role segmentation & specialization within the sales process.

Does cold calling still work? Picking up that phone book and calling all the numbers listed would probably no longer be as effective. But the short answer is definitely yes. Cold calling or cold email still works. The key is to have an effective way of prospecting. My guest today, Marylou Tyler, is going to […] The post TSE 528: Cold Emails and Cold Calling Are Not Dead! appeared first on The Sales Evangelist.

Sales is a system.  Listen to the latest podcast with Marylou Tyler on how to systemize your sales for predictability - every time.

Sales is a system.  Listen to the latest podcast with Marylou Tyler on how to systemize your sales for predictability - every time.

Marylou Tyler is the author of Predictable Revenue and Predictable Prospecting. She has worked with a number of few co-authors and produced a book that will certainly help any startup company out there. Being one of the best sales enablement strategist, she is an expert when it comes to maximizing your resources and is always willing to share her knowledge to everyone who needs help. This podcast focuses both on the incredible things that a startup business owner can do to improve sales and the common mistakes everyone should avoid. The following are some of the topics tackled by Scott and Marylou: Internalizing Your Competitive Position Six-Factor SWOT Analysis Developing an Ideal Account Profile Compel with ContentTM McKinsey’s MECE model How you can send your emails wisely, and so many more Podcast Notes: 05:10 – The three sections of Predictable Prospecting: Target, Engage, Optimize 05:42 – Internalizing Your Competitive Position  07:25 – Six-Factor SWOT Analysis 14:00 – Importance of taking a break 15: 33 – Developing an Ideal Account Profile 20:16 – McKinsey’s MECE model and Issue Tree  23:33 – Compel with ContentTM 25:07 – Common mistakes start-up businesses make in the selling process 27:42 – Emails and when to use each type 31:38 - Mass personalized versus Hyper personalized emails 37:47 – Eight-Touch, 13-Business Day Email 39:01 – Customer Referral Program 48:12 – Campaign Formula, Appointment-setting and sales funnels 53:26 – Neil Rackham, “The Professor of Professional Selling” Quick links: “Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline” (Amazon) by Marylou Tyler and Jeremey Donovan Marylou’s website & book-related resources Marylou Tyler on LinkedIn Jeremey Donovan on LinkedIn “SPIN Selling” by Neil Rackham (Amazon) “Major Account Sales Strategy” by Neil Rackham (Amazon) 

Social media personality Phil Gerbyshak and business sales machine expert Marylou Tyler Love the show? Subscribe, rate, review, and share! Here’s How » Join the Take The Lead community today: Dr. DianeHamilton.com Dr. Diane Hamilton Facebook Dr. Diane Hamilton Twitter Dr. Diane Hamilton LinkedIn Dr. Diane Hamilton YouTube Dr. Diane Hamilton Instagram

Social media personality Phil Gerbyshak and business sales machine expert Marylou Tyler   Love the show? Subscribe, rate, review, and share! Here’s How » Join the Take The Lead community today: Dr. DianeHamilton.com Dr. Diane Hamilton Facebook Dr. Diane Hamilton Twitter Dr. Diane Hamilton LinkedIn Dr. Diane Hamilton YouTube Dr. Diane Hamilton Instagram

Social media personality Phil Gerbyshak and business sales machine expert Marylou Tyler Love the show? Subscribe, rate, review, and share! Here’s How » Join the Take The Lead community today: Dr. DianeHamilton.com Dr. Diane Hamilton Facebook Dr. Diane Hamilton Twitter Dr. Diane Hamilton LinkedIn Dr. Diane Hamilton YouTube Dr. Diane Hamilton Instagram

Marylou Tyler, a sales process expert and author of the book Predictable Prospecting, was a recent guest on B2B Nation. We discussed the three main buckets of sales leads, how to start effective conversations with leads, effective cold calling and prospecting techniques, how technology affects cold calling, and more!

Predictable Revenue has been the Sales Development bible for the past 6 years. After implementing the PR methodology for that long, what have we learned? Join the co-writer Marylou Tyler, as she breaks down the learnings from 6 years in practice, and how it lead to the frameworks and tactics of her new book Predictable Prospecting. Marylou is a true expert in this field so if new business is important to you, take a listen!

I recently had the opportunity to talk with Marylou Tyler, the Bestselling Author of "Predictable Revenue" and "Predictable Prospecting." Tyler, who serves as a sales consultant for clients including Apple, Bose, Mastercard, UPS and many others, shared the three biggest mistakes she sees in many companies' sales funnels (and how to fix them!) and much more on this episode. Get a notepad handy! Learn more about Marylou online -- http://maryloutyler.com/ Get free LinkedIn lead generation, selling tips and more online -- http://www.LinkedInRiches.com

Derrick takes a solo retreat to reflect on new goals for Drip, and draws up preliminary plans for scaling team size / structure, as well as speeding up velocity through parallelism. Ben shares his experience with GrowthHackers Projects, hides the lowest plan and implements an automated annual upgrade reminder, pitches a content partnership for Upcase, considers a thoughtbot products bundle, and realizes a need for a mentor. Upcase FormKeep The Zen Founder Guide to Founder Retreats ZenFounder Podcast Appointed GrowthHackers OmniFocus Ruby Tapas Predictable Revenue- Aaron Ross & Marylou Tyler

On this podcast, Gabriel will be interviewing one of the founders of developing inside sales systems, Marylou Tyler. They will be discussing the following key topics: Sales Process, Specialization and Sales Development Reps, Cold Emailing, and Technology. Tune in to the podcast to find out more! You can expect weekly podcast sessions that dive into specific topics to help you scale your business faster.  As well as expert interviews with industry leaders.   For show notes, downloadable resources, or to speak with one of our experts visit www.revenueaccelerator.io  

This week Cut The Crap Podcast features the book, 'Predictable Revenue' by Aaron Ross and Marylou Tyler. Before Predictable Revenue, Aaron worked at Salesforce.com, where he created a revolutionary Cold Calling 2.0 inside sales process and team that helped increase Salesforce.com's revenues by $100 million.  The same process has since also helped companies like Responsys (sold to Oracle to $1.5 billion), and Acquia (named the #1 fastest growing company in North America) dramatically speed up new sales growth.  I took 4 Golden Nuggets away from this book! ---------- Go to CutTheCrapPodcast.com and signup to receive a summary from each episode that will highlight all of the golden nuggets shared in the podcast. ----------- Follow Ryan on Facebook, Twitter, Instagram, LinkedIn, and SnapChat.    See acast.com/privacy for privacy and opt-out information.

Do you consider yourself to be a wing it, shoot-from-the-hip kind of sales rep who’s maybe a little too confident in your ability to just make things happen? Good for you! Hope you have a successful year. Or are you a thoughtful, process-oriented sales pro invests the time to plan and strategize your way to success? You came to the right place. Marylou Tyler is a busy Sales Enablement Strategist and author of the blockbuster new book “Predictable Prospecting”, and joins host Dan Walker with insight on this 10-minute podcast.

Joining me on this episode of Accelerate! is my guest Marylou Tyler. Marylou is the Founder and CEO of Strategic Pipeline, and coauthor of the classic sales book, Predictable Revenue, which she co-wrote with Aaron Ross. She is also the co-author of a brand new book, Predictable Prospecting: How to Radically Increase Your B2B Pipeline. Among the many topics that Marylou and I discuss are Marylou’s journey from engineer to revenue expert, developing your Ideal Prospect Persona, the Disqualification Engine, and her new methodology you can use to predictably reach new prospects. KEY TAKEAWAYS [3:17] How did Marylou learn the art of talking to a lead? [7:06] What does Marylou mean by ‘immersion’ and ‘intraday calling’? [7:21] How does Marylou find the right person to start a conversation with when calling a new prospect? [8:55] Whether phone, email, text, or chat, you should use the communication channel that is most comfortable for you. [15:17] When SDRs are more professional, what happens to the quality of the calls? [15:26] How do you identify accounts with the highest velocity? [18:58] Where should the ‘Disqualification Engine’ be? [21:31] How does Marylou define the Ideal Prospect Persona? [22:10] Which three stages of the pipeline involve the Ideal Prospect Persona? [28:14] Sequences and cadences are new terms not found in Predictable Revenue, that are covered in the new book, Predictable Prospecting. MORE ABOUT MARYLOU TYLER What’s your most powerful sales attribute?I’m pleasantly persistent. Who is your sales role model?Neil Rackham, author of Spin Selling. What’s one book that every salesperson should read?Getting to ‘Closed,’ by Stephan Schiffman. What music is on your playlist right now? Def Leppard, Cheap Trick, Heart, Joan Jett, and one AC/DC song. CONTACT MARYLOU TYLER Website: MarylouTyler.com Predictable Prospecting Twitter: @MarylouTyler LinkedIn: Marylou Tyler

On this podcast, Gabriel will be interviewing one of the founders of developing inside sales systems, Marylou Tyler. They will be discussing the following key topics: Sales Process, Specialization and Sales Development Reps, Cold Emailing, and Technology. Tune in to the podcast to find out more! You can expect weekly podcast sessions that dive into specific topics to help you scale your business faster.  As well as expert interviews with industry leaders.   For show notes, downloadable resources, or to speak with one of our experts visit www.revenueaccelerator.io  

Marylou and I discuss her journey from engineer to revenue expert, and her new methodology you can use to predictably reach new prospects.

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: Marylou’s process for identifying new prospects and driving sales Why is sales team specialization important? The evolution of the SDR Client metrics Understanding the ideal account profile Building your list Is the phone still relevant for the SDR? How to work the internal referral system Hiring the best SDR: References, interviews, and skill tests Critical KPI’s The do’s and don’ts of crafting cold messaging Must-have technology tools of 2016 The best sales advice Marylou’s ever gotten   Resources: Gabriel’s question checklist for checking references of potential SDRs Tool Recommendations: Outreach.io Tout Sales Loft Marketo Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline by Marylou Tyler   Quotes/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

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 background and career path How to best use Predictable Prospecting Cold calling, personas, and outbound marketing Why do salespeople resist the cold calling process? Other methods of prospecting Leaving voicemails Getting past the gatekeeper After the sale: Reselling, renewing, and getting referrals Warming up the chill: Software recommendations How important is a process to a company?   Resources: Joseph Dager and Business 901 Yesware Outreach.io Toutapp SalesLoft Follow Marylou on Twitter and connect with her on Linkedin  

In this episode we talk to Marylou Tyler, CEO at Strategic Pipeline.

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 connect with prospects? Sales and the call center mindset Social selling Predictions for the fourth medium of selling Resources: SalesLoft Outreach Inside Sales

Understanding how data can increase the success rate for prospecting sales leads is what MaryLou Tyler has set out to do. Tyler discusses how a sales staff can dramatically increase their B2B sales pipeline into an opportunity engine, without it becoming a cold calling nightmare. Tyler talks about the various levels of awareness in building a prospecting funnel for each sales rep, and leverages her background in the tech world for utilization of how sales leads can be generated with the right CRM. Twitter: @MaryLouTyler Predictable Prospecting Book - Click here

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: Introducing Bob Kelly Common marketplace trends: Products and ideal customers Sales conversations and buyer personas How to make the most of the current trends in account-based selling Engaging with the ideal contacts in a company: hyper-personalized selling Selling to multiple tiered accounts v.s. Selling to core accounts Strategic pipeline method The major faults of the CRM tool Bob Kelly’s top content generation techniques Upcoming challenges and predictions for the future   Resources: Predictable Prospecting: How To Radically Increase Your B2B Sales Pipeline by Marylou Tyler   Contact Bob Kelly by emailing him direct: bob.kelly@strategicpipeline.com or by visiting the Strategic Pipeline website

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 Predictable Revenue still relevant? Intraday calling and fearing the phone The inspiration behind Predictable Prospecting Sales Development Reps: usage, burnout, and hand-off points Targeting companies with the fastest velocity and highest lifetime value Ideal prospect personas within the pipeline The five levels of awareness Varying methods of outreach How Marylou would fix stalled sales fast Marylou Tyler’s top attributes Must-read books and favorite music Resources: Predictable Prospecting by Marylou Tyler Send Marylou proof of purchase to get access to her presentation of a completed prospect persona Lead Generation for the Complex Sale by Bryan Carroll Mark Hunter SPIN Selling by Neil Rackham Getting to ‘Closed’ by Stephen Schiffman Visit Marylou Tyler on her website, download a free chapter of her new book at Predictable Prospecting, or connect with her on Linkedin. You can also Tweet her @maryloutyler

Marylou Tyler is the CEO of Strategic Pipeline, which helps businesses to grow their revenue by increasing their sales pipelines. Marylou’s passion is helping B2B sales professionals go from cold conversations to qualified opportunities. She is the author of Predictable Prospecting, and Predictable Revenue.   EPISODE Without an efficient sales funnel, your marketing efforts may not create the revenue that you desire. Marylou Tyler has created a formula that takes your leads through a pipeline that is both compelling to potential clients, and scaleable for business owners. Start implementing Marylou's system to create value, pull your leads in, and close the sale.   We Discuss: How using Predictable Prospecting can boost your sales. Finding the best “customer persona” for high-value sales potential. The CRM's that can help you to automate your business. The metrics that you should be paying attention to.   For complete shownotes and more, please head over to www.marketingspeak.com/marylou   LINKS & RESOURCES MENTIONED Strategic Pipeline Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com Aaron Ross on Marketing Speak Breakthrough Advertising: Eugene Schwartz Capsule CRM Infusionsoft Salesforce Microsoft Dynamics CRM NetSuite Microsoft Excel Tested Advertising Methods: John Caples Influence: Robert Cialdini Predictable Prospecting Website Predictable Prospecting Podcast Marylou Tyler   STEP UP YOUR MARKETING GAME! A simple sales system may not fit your business needs. Be sure to look at blending other modalities, like phone or email, and utilize the systems that work best for you. Think about a billboard-it catches your attention. Your correspondence with leads has to feel that big, and it has to pull that same type of emotion. Check out Marylou’s new book, Predictable Prospecting, for more information on how to create killer sales funnels.   THANK YOU FOR LISTENING! As always, thank you for tuning in. Please feel free to drop by the website to contact me or leave a comment. If you enjoyed this episode, please share it! -Stephan STAY CONNECTED 10 Point Facebook Ads Checklist - Free eBook | Twitter

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.   Episode Highlights: Introducing Evan Jones Emails, phone calls, and texting - communicating with the prospect How to be a consultant with a purpose United States versus European prospects Owning the buyer persona Creating the perfect wrap-up note Evan’s top advice for lead generation representatives   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!

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 project management software company, as well as a dedicated podcaster and mentor. In his free time, Steve enjoys learning new languages and hanging out with his family at the beach. Episode Highlights: Steve Underwood’s background and journey Efficiency vs Effectiveness Distinctive roles in the sales and development teams Building a predictable pipeline Roleplaying, weekly reviews, and post-mortems Handling a loss Documenting calls and other data: how to reduce lag The power of a positive mindset and meditation   Resources: Workfront Visit Kick SaaS Sales, Steve’s podcast and website The Five Minute Journal - daily gratitude journal Think and Grow Rich by Napoleon Hill How to Win Friends and Influence People by Dale Carnegie The Miracle Morning for Salespeople Pre-order Marylou Tyler’s new book Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline , out on August 19th 2016!

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 markers of success. Jorge Soto is a self-proclaimed startup fanatic who focuses on inspiring and motivating the new entrepreneur. After leaving Twitter to work as a consultant for Node.io, a new kind of database, Soto launched Sotoventures Media which functions as a community for entrepreneur education. Soto believes in the power of a good leader and strives to encourage startup entrepreneurs and sales reps alike to break their own barriers . In his free time, Jorge enjoys painting and playing guitar.   Episode Highlights: Jorge Soto’s journey from Twitter employee to start-up motivator Fundamental truth in sales How do you become a fantastic leader? Inspiring the entrepreneur Marylou discusses the process of writing her new book Benefits (and struggle) of talking on the phone Arming yourself - Getting in the right mindset for sales   Resources: Sotoventures Media - Jorge's Entrepreneur Community Node.ioPre-order Marylou Tyler’s new book Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline , out on August 19th 2016! Connect with Jorge Soto on Twitter @sotoventures or by shooting him an email : jorge@sotoventures.com. You can also find him on Linkedin.

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 the manager of Sales and Operations at DigitalOcean, a new cloud infrastructure provider, and is the man behind DigitalOcean’s first ever sales team. Chiu’s tech sales background was built by working with companies such as Greenhouse Software and FiveStars. When he’s not hosting the NYC Sales Hacker meetups or working on his Linkedin page, Kevin enjoys writing blogs and listening to podcasts.   Episode Highlights:   Background on Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline Building a strong team- hiring the builder instead of hiring the architect How to find the ideal customer and keep them with your company Social Selling Selling within the Pipeline   Resources: DigitalOcean Influential article from First Round Review Follow Kevin on Twitter @kvn_chiu or connect with him on Linkedin Sales Hacker June 2016 conference - Sales Machine Summit Pre-order Marylou Tyler’s new book Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline , out on August 19th 2016!

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 conversation at the top of the funnel, and where to begin when developing your sales stack.   Episode Highlights: Technology and the salesman: how our industry is changing Targeting your prospects Connecting with the person who doesn’t sign the check Creating frequent touch points with buyers Software and technology Reducing lag in the pipeline Preparing for adding new tools to your process Understanding the equation of connection Death of the average salesman   Resources: “Why Software Is Eating The World” article by Marc Andreessen The Challenger Customer: Selling to the Hidden Influenster Who Can Multiply Your Results TOPO The Sales Development Playbook free download from SalesLoft Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline by Marylou Tyler   Sales Stack Technology: SalesLoft InsideSales Data.com Sugar TinderBox/ Octiv Adobe Echo Sign Outreach Connect with Kyle Porter on Twitter or by emailing him: kyle@salesloft.com

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 Hacker, Inc. an educational sales resource. Sales Hacker, Inc. produces the popular website saleshacker.com as well as events and conferences that foster community engagement. Besides his work in the sales industry, Max is also passionate about helping military veterans and animals. He is the co-organizer of PushUpCharity, which has startups competing against each other in a pushup challenge. All proceeds go to charity!   Episode Highlights: Sales Hacker: Max’s inspiration for creating the company Who can benefit from additional training? Getting the most out of new sales technology Finding a customer profile & sales stacking Following the proven path   Resources: Sales Hacker Follow Max on Twitter @MaxAlts Connect on LinkedIn Check out Max’s book Hacking Sales: The Playbook for Building a High-Velocity Sales Machine, now updated & revised!   As an expert in sales education, Max Altschuler mentioned a number of different books and software for the sales professional: Node.io Crystal Knows The Ultimate Sales Machine by Chet Holmes Predictable Revenue by Marylou Tyler and Aaron Ross The Sales Development Playbook by Trish Bertuzzi The Sales Acceleration Formula by Mark Roberge The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson

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 generate sales leads on your own, and how to know when it’s the right time to hire a professional for the job. Stefan Boyle is the founder and Managing Director of PrintRepublic, a UK-based online printing business. Boyle is also the force behind Marketing Republic, a B2B Lead Generation Agency that works with companies to bolster high conversion leads. When he’s not at work, Stefan enjoys both reading and writing books.   Episode Highlights: Introducing Stefan Boyle Crawl, walk, run: generating sales leads Starting the conversation and handing it over The business of interrupting Inbound versus outbound outreach Should you outsource prospecting to someone else? Time length for prospecting Resources: Marketing Republic Visit Stefan’s website and blog:  Outreach Formula 2.0 Check out Stefan’s books : How to Be a Social Media Superstar and From Ordinary To Extraordinary: How I Transformed My Business In 12 Months And How You Can Too! Connect with Stefan on LinkedIn or follow him on Twitter @MKTGRepublic Pre-order Marylou Tyler’s new book Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline , out on August 19th 2016!  

In the immortal words of Tina Turner, "What's love got to do with it?" In the case of this week's podcast, it has everything to do with it. We're here with another ballad dedicated to the bottom line - AKA a new episode of Stories from the Sales Floor. This week our guests Alice Heiman, Dave Brock, Marylou Tyler, Jack Kosakowski, Sally Duby and Greg McBeth tell us the moment they fell in love with sales. Listen to this episode on iTunes now. https://itunes.apple.com/us/podcast/stories-from-the-sales-floor/id1139932210?mt=2&ign-mpt=uo%3D4 Subscribe to the podcast in iTunes to make sure you don't miss any new episodes or visit SalesFloorStories.com. Marylou Tyler, Bestselling Author of Predictable Revenue, Chief Executive Officer at Strategic Pipeline Jack Kosakowski, Global Head Of B2B Social Sales Execution at Creation Agency Greg McBeth, VP of Sales at CrunchBase Sally Duby, West Coast General Manager for The Bridge Group David Brock, President and CEO at Partners In EXCELLENCE, Author of The Sales Manager Survival Guide The Executive Producer is Joe Vignolo. Don’t forget to check out the companies that make this podcast possible: Datanyze.com and PersistIQ.com

Some prospects find pleasure in making your life hell. Their demands can be crazy, but that's how it goes (not-so-subtle Ozzy reference). In this episode, we asked our guests - including Brian Burns, Marylou Tyler, Matt Heinz, and Mark Birch - about the most outrageous demands they've ever received from a potential customer. Their stories made us lose a little faith in humanity. Listen to this episode on iTunes now. https://itunes.apple.com/us/podcast/stories-from-the-sales-floor/id1139932210?mt=2&ign-mpt=uo%3D4 Subscribe to the podcast in iTunes to make sure you don't miss any new episodes or visit SalesFloorStories.com. Brian Bruns, Author of Maverick Selling Method, The Brutal Truth about Sales & Selling Podcast Marylou Tyler, Bestselling Author of Predictable Revenue, Chief Executive Officer at Strategic Pipeline Matt Heinz, President of Heinz Marketing Inc. Mark Birch, Founder and Organizer at Enterprise Sales Meetup The Executive Producer is Joe Vignolo. Don’t forget to check out the companies that make this podcast possible: Datanyze.com and PersistIQ.com

This is an actual 2 hour conference call featuring Marylou Tyler #1 Best Seller - Predictable Revenue: Turn Your Business Into A Sales Machine.

What does it take for your sales team to generate as many highly-qualified new leads as you want, to create predictable revenue, and to meet your financial goals without your constant focus and attention? This is the age-old question that haunts CEOs, Presidents and VPs of Sales daily! Jim Lobaito, Host of BizTalk, sat down with Marylou Tyler, CEO of Predictable Revenue Inc. as she shared her insights on how to build a sales machine. Based on her book "Predictable Revenue – Turn Your Business into a Sales Machine,” she has a proven outbound sales system to grow revenue by 300% or more and make it predictable.

http://www.thesaleswhisperer.com/blog/marylou-tyler-predictable-prospecting ( http://www.thesaleswhisperer.com/blog/marylou-tyler-predictable-prospecting ) http://MakeEverySale.com ( http://info.thesaleswhisperer.com/make-every-sale ) * How to enable sales for your team and yourself * How to decide where to start on your funnel to maximize sales * What has remained the same for 28 years in the profession of selling * When to specialize * The correct quadrant you need to be in to grow sales predictably * How to leverage technology to warm up your prospects and accelerate sales * When to use your phone to make sales * When to use direct mail to make sales * How to use buyer profiles and personas to create predictable profits * How to use Amazon to gain valuable insight into the world of your ideal prospects * How long you should spend conducting sales research * How many touches it takes to make a sale today * How to leverage cliffhangers to make more sales today * How to sell into a large organization using the phone * When to get personal and when to leverage technology in your sales funnel Support this podcast at — https://redcircle.com/the-sales-podcast/exclusive-content Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacy