Podcasts about strategic pipeline

The focus of this episode is on the three core sales pipelines of any business. To be clear, this episode is more about why there are three pipelines. Doug will be covering the structural problem from a go-to-market standpoint in terms of managing the functions.Questions addressed in this episode:   What's the problem we're trying to solve with pipelines?    Why multiple pipelines?    What are the three pipelines?    What are the things you should think about as you put pipelines together?    Why do you want to reduce the dependence on salespeople?   If you like the show, please subscribe and share it with your friends and/or coworkers. Follow us on Twitter: @dougdavidoff, @JessDCardenas & @demandcreator to receive updates on when new episodes publish or to get other great insights. You can also watch the video version of the show on our page. Thanks for watching and remember you can't solve your upstream problems, downstream.

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about Strategic Pipeline Building. New companies tend to focus mostly on tactical pipeline building. This means that most of the opportunities in their pipeline add short-term revenue, but don't necessarily achieve strategic objectives for their company. Today, I want to help you shift your thinking a bit to focus more on opportunities with your top agencies, opportunities that help you build strategic past performance, and relationships with teaming partners that will help you win strategic contracts. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

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.

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

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.  

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 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

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/

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

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

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

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