Podcasts about predictable prospecting

Jeremey has over 25 years of diverse experience, ranging from semiconductor engineering to writing bestseller books such as “How to Deliver a TED Talk” and “Predictable Prospecting.” Currently, Jeremey is the EVP of Sales & CS Center of Excellence at Insight Partners, a global software investor.In this first installment of our Growth Guest series, Jeremey and Scott dive into the main themes of his book, the ways to build a predictable pipeline, tips for hiring the right people in the right positions, and more. Connect with Jeremey on LinkedInSee Jeremey's Amazon StoreThe Investor Friendly Real Estate AgentWelcome to the Investor Friendly Real Estate Agent Podcast where we look at real...Listen on: Apple Podcasts Spotify Starfleet Leadership Academy - Leadership Through Star TrekThe most unique leadership podcast you've ever heard.Listen on: Apple Podcasts Spotify Follow us on LinkedIn Connect with Scott Connect with Jeff Connect with Eric Email us Thanks for listening!

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.

Episode 23: 5 Do’s & Don’ts of Cold Email with Jeremy Donovan With roughly 300 billion cold emails sent every day, how do you make your message stand out from all the outbound noise? Directly from the sales horse's mouth, our guest today is powerhouse Jeremy Donovan, who is the SVP of Revenue Strategy at Salesloft as well as the author of 5 books - including How to Deliver a Ted Talk and Predictable Prospecting. From AI, to the precise metrics that sales leaders should be using to measure effectiveness, we cover it all. We also delve into the false dichotomy of personalization and relevance, and how to strike that balance, plus the importance of keeping your finger on the pulse of changing trends that boost or reduce customer responses. Finally, Donovan shares, in plain language, his 5 top do's and don'ts that you can implement right now to have a greater reply rate and help the customer do the right thing. This includes specific language, punctuation, sentence length, and more. If you're looking for concrete, actionable tidbits of gold from one of the leading figures in the industry today, you're in the right place! Tune in now and hear what he has to say. Key Points From This Episode: Some background on Jeremy Donovan's varied experience and interests. How Donovan collects and tracks cold emails for testing and analysis. Talking about the effects of the pandemic on prospecting. What's changed for the better and the worst in sales, and the hyper-education of buyers. Talking about the concept of reciprocity and proving you're a human behind the email. Donovan recommends researching Becc Holland. What kind of role will AI play in prospecting? How the relationship between personalization and relevance is a false dichotomy, and how to strike that balance. What metrics a sales rep. should be looking at. What is a great rule of thumb for knowing when to pivot your style or strategy. Examples of specific words and alternatives that can boost or reduce reply rates. 5 killer do's and don't, from subject lines to punctuation marks in the first sentence. Finding the sweet spot of keeping the email customer-centric while keeping it natural. The importance of keeping it short and simple - plain text performs better. When to leverage gifs and video, and being on top of the changing nature of trends.

We all struggle with prospecting. What are the right tools? The right messages? Are there cultural differences among countries? How do I increase the likelihood of being heard significantly? With Philipp from ComX, a company that provides outreach for a lot KMUs as a service, we are talking about the big struggles in prospecting and how you can better predict the outcome of your messages.

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

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.

How to Recruit the Right Sales TalentWhen hiring an SDR, it is important you hire someone who is going to not only be effective in your team, but also has the right mindset and fits the culture of your organisation. This week, Jeremy Donovan of SalesLoft joins the podcast to discuss what he looks for in an SDR and what you can be doing to nail your interviews. With an untraditional entrance into the sales industry, Head of Sales Strategy and Sales Development and GM NYC at SalesLoft, co-author of Predictable Prospecting, and author of another 4 books including How to Deliver a Ted-Talk, there is something for everyone to take away and implement as Jeremy shares his knowledge with us on SDR training and leading sales teams.   Where you can find Jeremy https://www.linkedin.com/in/jeremeydonovan/ (https://www.linkedin.com/in/jeremeydonovan/) https://salesloft.com (https://salesloft.com)   Timestamps:[03:10] – Jeremy's non-traditional journey into the world of sales [04:53] – Jeremy's current role at SalesLoft [06:00] – Jeremy's experience in hiring SDR's [07:50] – The difference experience makes when hiring an SDR [09:40] – 3 things an SDR needs and how to test for them [15:15] – The best ways to find talent [19:40] – What correlates with being a good sales leader [22:10] – The recruitment process Jeremy uses [26:45] – The importance of mindset and coach-ability when hiring [29:48] – Building confidence with new employees [33:14] – The time to let someone go [41:00] – Biggest influences in Jeremy's career [43:00] – One thing Jeremy would do differently [44:16] – Luigi is at it again, Sales: is it an art or science>? [46:48] – Where you can find Jeremy  

Jeremey Donovan is SVP of Sales Strategy at SalesLoft, the world’s leading sales engagement platform. Over the past 20+ years, he has had an eclectic career spanning semiconductor engineering to product development/management to sales & marketing leadership at Xilinx, Gartner, AMA, GLG, and CB Insights. Jeremey is the author of five books including the international public speaking bestseller “How to Deliver a TED Talk” as well as “Predictable Prospecting.” He holds a BS and an MS in Electrical Engineering from Cornell University and an MBA from the University of Chicago Booth School of Business. In this episode, Jeremey discusses key B2B sales strategies that help organizations like SalesLoft drive more results. Top ten takeaways from the episode: “My days are highly varied. I try to have these ‘deep work’ periods were I tackle complex projects on some days.” “Predictive models are only as good as the data that comes in. And too many organizations don’t have super clean data.” “Picking the ‘right’ contacts or ‘right’ accounts will always remain elusive.” “Any sort of change in audience behavior requires alignment between people, process and technology to deal with it correctly.” “Today, we don’t have a technology problem…we have a problem with people and processes, process adherence more specifically.” “Email and phone remain dominant channels to reach prospects on…social is picking up too in this space. Today, Direct Mail is being used as a differentiator. Though few years ago, it was a dead channel. The one bad thing you can do in B2B Sales is use just a single channel.” “I follow a retrospective A/B testing, where I can test something on data and make the abstract more concrete.” “We’ve discovered that one-word subject lines have the best reply rates!” “The most common best word for prospecting is in fact just a company name!” “Tools that help you figure out what your next best action is will be big in demand, especially by salespeople.” About the podcast Sunny Side Up is a series of 15-minute podcasts. Leaders and innovators share what they’ve learned in the B2B tech sector on topics related to marketing, product management, sales, and leadership.

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

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.

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

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, […]

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 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

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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  

Every SDR gets nervous when picking up the phone to talk to a prospect. We get scared of pushing too hard and getting a rejection, and we worry about offending our prospect or making them uncomfortable. How do you manage your own disruptive emotions so that you have the ability to influence the emotions of other people? On this episode of Predictable Prospecting we’re joined by Jeb Blount, founder and CEO of Sales Gravy and author of Fanatical Prospecting and a new bestseller: Sales EQ. We’re discussing how to push past the flight or fight response that comes up when talking to clients and how to manage the emotions that make prospecting difficult. Episode Highlights: Jeb Blount’s inspiration for writing Sales EQ The fight or flight response in sales How to control your own fear and anxiety while on the phone with a prospect The Universal Law of Awareness in Sales Identifying the different types of intelligence and making them work for you Doing qualification the right way Walking away from a prospect that doesn’t value your time The differences between having discipline and having habits Jeb’s steps for continuing your education Resources: Books Mentioned:   Insight Selling by Mike Schultz and John E. Doerr Challenger Sale by Matthew Dixon and Brent Adamson Thinking Fast and Thinking Slow by Daniel Kahneman     Jeb Blount:  Fanatical Prospecting Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal  Visit SalesGravy for resources from top sales professionals Check out Jeb’s personal website for blog posts and other content Follow him on Instagram, Twitter, Facebook and Linkedin      

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.

Do you clam up when you finally get on the phone with your prospect? Or worse, do you follow a pre-planned script without letting your prospect get a word in edgewise? On this episode of Predictable Prospecting we’re joined by sales expert and host of the iconic Sales Babble Podcast Pat Helmers for a discussion on why listening is the most important part of sales. Pat shares his unique framework for qualifying sales leads, and walks us through his process for having a great conversation with a prospect. This episode is a must-listen! Episode Highlights: Pat Helmer’s biggest qualifying pet peeve The SORT questions and the DUM questions: A framework for qualifying Why startup companies have a difficult time pitching their product How to begin the SORT and DUM process Closing the sale Letting go of the fear of silence Resources: Pat Helmer’s worksheet for mastering the SORT and DUM framework: Sales Babble Podcast

"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

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) 

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

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.

Many readers have reached out to me wanting to know my favorite parts of my new book, Predictable Prospecting, and my advice for tackling the process I’ve outlined. This week I’m breaking down Predictable Prospecting chapter-by-chapter and picking out the most important concepts you need to know, areas that have been updated since Predictable Revenue came out, and how to get the most from the book in terms of worksheets and add-ons. Episode Highlights: The three key concepts and takeaways from Predictable Revenue that have stood the test of time Predictable Prospecting Chapter One: Understanding the SWOT Chapter Two: Ideal Account Profile Chapter Three: Ideal Prospect Personas My new Compel With Content framework for hooking your prospect The Levels of Awareness framework Chapter Seven: Measuring and Optimizing the Pipeline Chapter Eight: Tools of the Trade Chapter Nine: Managing a Sales Team Resources From This Episode:   Predictable Revenue Predictable Prospecting   Visit maryloutyler.com/swag for links to my webinars, worksheets, and documents discussed in this episode Can’t find what you need? Shoot me an email at tyler.marylou@gmail.com with any questions you may have. Favorite Quotes: “The Predictable Prospecting process is not something that you learn and then leave. You’re continually improving.” “The biggest thing I can tell you is that you are all fabulous writers. You have the ability to write the perfect email, an email that’s going to cause people to lean into their computer and be completely excited that you have written to them.”

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

Today’s guest is Marc McNamara, Chief Enablement Strategist at The Value Shift, a company that presents a unique solution to the sales productivity challenge. We’re here to talk about Marc’s experience with team enablement, how to get the best out of your top-of-funnel conversations, and finding the root of your buyer’s behavior. Episode Highlights: Introducing Marc McNamara What is a Chief Enablement Strategist? Understanding buyer behavior Generating meaningful conversations Finding the next step as a rep: Training and continuing education The nuts & bolts of building a repository How to track your best conversations Resources: Connect with Marc McNamara on LinkedIn, through The Value Shift website, or by emailing him direct at mmcnamara@thevalueshift.com Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline by Marylou Tyler Quotes/Tweets: “Selling is an art and a science”- Marc “Realize your prospects have a problem that can be solved, and then figure out how to uniquely add value to them.” - Marc “Salespeople are about helping the customer”- Marc “People, once they’re trained, will forget it all a week later”-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, we are joined by Mark Hunter, otherwise known as The Sales Hunter, a sales consultant and author of the must-read book, High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results. We discuss some of the top techniques outlined in his book, Mark’s opinion on the best time to call your prospect, and why prospecting is the most entertaining part of the sales process. With his infectious energy and wealth of knowledge, it’s easy to see why Mark Hunter is one of the most sought after sales consultants working today.   Episode Highlights: Mark’s motivation behind writing High-Profit Prospecting Different prospecting processes for different personas Chasing an outcome The worst strategy for prospecting Top three strategies from High- Profit Prospecting Cycling your sales calls   Resources: Predictable Prospecting by Marylou Tyler High Profit Prospecting by Mark Hunter Visit Mark Hunter at The Sales Hunter to book him for speaking engagements and read his blog. You can also follow him on Twitter   Tweets/Quotes: “If you don’t prospect right, you can’t close right”- Mark “Prospecting is absolutely the most fun part of the selling process for one very simple reason. If you believe that you can help people achieve a level of outcome that they didn’t think was possible, how can you not get excited about that?”- Mark “The underlying solution for success in prospecting comes down to discipline and focus. If you’re disciplined and you have focus, it’s amazing how successful you’ll be”- Mark“Bad sales people have skinny kids”- Mark

On this episode, I’m interviewed by Stephan Spencer of Marketing Speak podcast. We discuss the intersection of sales and marketing, the steps to building a successful pipeline, and my favorite marketing initiatives and social proofs. I also give Stephan Spencer tips on how to improve his conversations with prospects, my best book recommendations, and a few of my top coaching practices.   Episode Highlights: What’s new in Predictable Prospecting? Creating meaningful conversations: Email and voicemail Assembling buckets and creating a value grid Top account-based marketing initiatives Defining the funnel and key metrics Fit sequence and nurture sequence The Five-Step System CRM recommendations Top coaching tips Book recommendations Sales enablement Favorite forms of social proof   Resources: Predictable Prospecting by Marylou Tyler CRM Recommendations: Microsoft Dynamics NetSuite Book and Author Recommendations: Drayton Bird Joseph Sugarman Denny Hatch David Ogilvy How to Write a Good Advertisement by Victor Schwab Scientific Advertising by Claude Hopkins Tested Advertising Methods by John Caples Breakthrough Advertising by Eugene Schwartz Six Principles of Influence by Robert Cialdini 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

My new book Predictable Prospecting is set to inspire sales teams all over the world to reformat and build their B2B sales pipelines. Curious to know more about the writing process behind the book? This episode features a conversation with Jeremey Donovan, my co-author on Predictable Prospecting, as we discuss our reasoning behind writing the book and what we think sales representatives can get out of our methodology. Jeremey Donovan is the Head of Sales Strategy at Gerson Lehrman Group. When he isn’t at his day job, you can find Jeremey serving as an adjunct professor at the NYU School of Professional Studies or writing and speaking about Public Speaking - his book How To Deliver a TED Talk topped the bestseller list both domestically and internationally. Episode Highlights: Background : The “Why” behind Predictable Prospecting The effect of automation on sales Roleplay as a training tool Timeblocking in the workday The “Keep or Kill” technique Resources: Pre-order my new book Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline , out on August 19th 2016! Check out Spin Selling by Neil Rackham, the book Marylou and Jeremey agree was fundamental to beginning their sales careers! Connect with Jeremey Donovan on LinkedIn or through his website, Speaking Sherpa.   Quotes/Tweets: “Roleplay every day”- Marylou “If I had to point to a single factor as the key make or break in success - it’s timeblocking”- Jeremey Donovan “There is no perfect subject line, there is no perfect email…. The thing that matters the most is personalization” - Jeremey Donovan “Send quality down the pipeline so that the clients that you close bring in the highest revenue potential” - Marylou

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

On this episode of Predictable Prospecting we’re joined by Jeb Blount, founder and CEO of Sales Gravy and author of Fanatical Prospecting. A leader in Sales Acceleration, Blount’s unique approach to prospecting makes him a sought-after trainer, keynote speaker, and advisor. Join us as we discuss his personal sales philosophies, the lessons he’s learned from advising million-dollar companies, and the techniques you can start using today to strengthen your pipeline and boost your revenue.   Episode Highlights: Introducing Jeb Blount Why balanced prospecting is the best technique Targeting direct and indirect influencers Voicemail as a marketing tool Jeb Blount’s method for improving sales How sales has changed over time Using empathy Why smart companies constantly train their employees   Resources: Predictable Prospecting by Marylou Tyler Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling by Jeb Blount Sales Gravy University Connect with Jeb Blount on his blog, Twitter, Youtube, personal Facebook, professional Facebook, and Instagram. You can also send him a connection on Linkedin Sales Gravy Podcast Email Jeb at jeb@salesgravy.com or call him direct 1-888-360-2249  

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

Let's start with her first book, Predictable Revenue. Page 42 - formula in the Predictable Revenue book. Dogear it, bookmark in your Kindle version. This is what you need to focus on. Her latest book, Predictable Prospecting, is the result of the thesis of page 42. She spent five years developing this book by working with clients in the field to consolidate and fine-tune, grow the formula, scientifically focus to get benchmark of conversion rates and ratios that will add up to a predictable revenue framework.And then honing in on specific pieces, buckets, and components to put this channel in as part of a mutli-channel marketing effort to generate revenue in targeted accounts with the highest likelihood of closing with the highest revenue potential. Blending the knowledge of marketing, flipping it sideways and pulling out the pieces that will resonate with those at the top of funnel - this is one stream - OUTREACH for large accounts that close quickly. Premise in Predictable Revenue is the separation of roles. Let's start with  Hardworker = habit, consistency That is the role of a prospector. They have to make calls, they have to have conversation. Top of funnel we worry about 5 different levels of awareness. unaware  disruptive awareness problem aware - but not sure what the solution is or could be found solution found where to get the solution How do we figure out where they are, how do we start the conversation and how do we move them along? Catch this full replay here. Marylou tells us, "I'm Founder of Strategic Pipeline, a Fortune 1000 sales process improvement consulting group. Our client roster includes prestigious companies - Apple, Bose, AMA, Talend, CIBC, Gartner, Prudential, UPS, Logitech, Orkin, AAA and Mastercard. I'm also co-author of the #1 Bestseller Predictable Revenue. It's sold over 50,000 copies with 250+ reviews (avg. 4.3 stars). And my new book (McGraw-Hill August 2016) is titled Predictable Prospecting: How to Radically Increase Your Sales B2B Pipeline. I specialize in optimizing top-of-funnel sales process and implementing predictable new sales opportunity engines. My approach walks clients through a 7-point outreach process/framework that is part behavioral, part predictive and part creative (persuasive storytelling)." Connect with her: LinkedIn  Twitter  Website

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!

Today’s guest is Steven Wagner, founder and CEO of Sales Ignition, a company that helps sales teams start conversations with their ideal customers for consistent growth. Sales techniques of the past are giving way to new, more efficient predictable prospecting methods. Join us as we discuss Steven’s tips for finding your perfect prospect list, why focusing on the tools in your sales stack is hurting your business, and how to tailor your message to reach the customers you want.   Episode Highlights: Steven’s background in software, sales, and outreach The death of the trade show Why you shouldn’t worry about your sales stack: Tips for the first-time prospector Crafting the perfect message Steven’s value grid system   Resources: Value Grid Contact Steven by emailing steven@sales-ignition.com or by visiting Sales Ignition Marylou Tyler’s new book Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline is now available!  

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!

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!  

Why are salespeople depicted as slimy money-grubbers instead of as the brand representatives we know we are? As the industry changes it’s important for the modern sales professional to change with it, abandoning the old idea of building sales and marketing from the inside out in favor of connecting with the buyer’s journey to sell from the outside in. Today’s episode covers new techniques for sales reps to engage with prospects -- you’ll be surprised at what common mistakes our guest thinks you’re making! Mark Roberge is a lecturer at the Harvard School of Business and the Chief Revenue Officer at HubSpot. His bestselling book The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million covers his approach to building a sales team and increasing revenue. Episode Highlights: Who is the modern salesperson? Buyer behavior & empowerment Understanding the buyer journey Relationship between sales and marketing within persona development Becoming a stronger sales rep: Sales Methodology “First in Ten” technique Writing data-based emails in a personalized way Changing the image of the salesperson Resources: Check out Mark Roberge’s bestselling book The Sales Acceleration Formula Tweet him @markroberge or connect with him on Linkedin Pre-order my new book Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline , out on August 19th 2016!

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