Episode 140: Marketing and Podcasting - Michael Greenberg
Predictable Prospecting's Podcast
Release Date: 08/06/2019
Episode 161: Follow up and Follow Through - Jon Ferrara
Predictable Prospecting's Podcast
Contact management matters, maybe more than you already know. Today’s guest knows it, which is why he goes out of his way to learn and understand even more about the business he’s in on a regular basis. Today, you’ll hear about Jon Ferrara, founder and CEO of Nimble. Listen in to learn more about his history, what Nimble does and how it can help, and some of the many things that Jon knows about CRM and content management. Episode Highlights: History of CRM and contact management How long Jon has been running Nimble Nimble’s relationship with Microsoft Where sales professionals are...
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Episode 160: The Testimonial Process - Sam Shepler
Predictable Prospecting's Podcast
Word of mouth recommendation has always been an important part of sales. Testimonials are vital. So of course, if you can find a way to leverage customer testimonials in your sales process, you can sell more effectively and close faster. Sam Shepler’s company helps you do just that. Sam is the founder and CEO of Testimonial Hero, and in today’s episode, you’ll learn more about that company and what they do. Listen in to learn why Sam decided to start Testimonial Hero, why video testimonials are so important, and what the Testimonial Hero process is like. Episode Highlights: Why...
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Episode 159: Presentation Management - James Ontra
Predictable Prospecting's Podcast
Compelling presentations are always difficult to create, but they’re an essential part of sales. And now there’s something that can help you organize and curate your various slides and get them ready to become a compelling presentation. Today you’re going to hear from James Ontra, the creator of the presentation management platform and communication strategy hub Shufflrr. Learn how Shufflr works, the different ways that it can help, and what inspired James to create Shufflrr in the first place. Episode Highlights: Whether presentation management is a part of pitch decks How things...
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Episode 158: Revenue Harvest - Nigel Green
Predictable Prospecting's Podcast
What do farming and sales have to do with each other, and why would you want to read a sales book written like an almanac? Today’s guest has thoughts about the connections between harvesting and sales, which is why he wrote the book Revenue Harvest: A Sales Leader’s Guide for Planning the Perfect Year. Listen in to hear more about Nigel’s work, where he gets started with his clients, and why he decided to write his book the way that he did. Episode Highlights: What Nigel does What equity-backed means to Nigel Nigel’s international clients Where Nigel gets started with advising...
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Episode 157: Mastering Transformative Habits - Brandon Bornancin
Predictable Prospecting's Podcast
In an environment where many, if not most, businesses are suffering, how does a company grow by 300% during a pandemic? Today’s guest made it happen, and he wrote a book about it. Listen in to today’s episode to hear Marylou interview Brandon Bornancin, the entrepreneur who founded Seamless.AI and the author of the soon-to-be-released book Whatever It Takes: Master the Habits to Transform Your Business, Relationships, and Life. Listen in to hear Brandon discuss what happened to prompt him to write his book, how his company grew during the pandemic, and why it’s important to go all out...
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Episode 156: Alignment to Accelerate Growth - Darrell Amy
Predictable Prospecting's Podcast
What is the best way to align sales and marketing for revenue growth? Today’s guest has answers. Darrell Amy is the author of the book The Revenue Growth Engine: How to Align Sales and Marketing to Accelerate Growth. Listen in to hear what Darrell has to say about the importance of processes, the power of interest, and the messaging of sales and marketing alignment. Episode Highlights: What got Darrell interested in writing a book The alignment between marking and sales and revenue growth The revenue growth engine processes The core numbers a business needs to know The power of interest The...
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Episode 155: Serve Don’t Sell - Liston Witherill
Predictable Prospecting's Podcast
What’s the best way to sell services? How does selling services differ from selling products? How can you convince a prospect that a particular professional service is right for them? Today’s guest is Liston Witherill, and his message is: serve, don’t sell. Listen in to hear what Liston has to say about what “serve, don’t sell” means, what the success path for selling services is, and the four steps that he recommends. Episode Highlights: Why Liston got into professional services The success path for selling services What “serve, don’t sell” means Understanding that...
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Episode 154: Authentic Persuasion - Jason Cutter
Predictable Prospecting's Podcast
What is authentic persuasion? How do you build a rapport with a prospect? What does empathy have to do with making a sale? These are some of the questions that today’s guest will answer. Jason Cutter is the founder and CEO of Cutter Consulting Group and the author of the book Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker. Listen in to today’s episode to hear Jason talk about his book, the persuasion framework, and how to blend urgency, empathy, and rapport when talking to a prospect. Episode Highlights: How Jason came up with the title of his book...
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Episode 153: Developing a Team Selling Strategy - Trish Bertuzzi
Predictable Prospecting's Podcast
What do you know about team selling? What are the advantages to approaching sales from a team position? In today’s episode, you’ll hear from Trish Bertuzzi, founder and CEO of The Bridge Group and author of The Sales Development Playbook. Listen in to hear what Trish has to say about what team selling models look like, what the benefits of the team selling approaches are, and how you can start thinking about team selling as an option in your business. Episode Highlights: What team selling means What a team selling model looks like Hybrid roles How to start looking at team selling as...
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Episode 152: What You Need to Know About Following Up - Jeff Shore
Predictable Prospecting's Podcast
Following up is a vital part of the sales process that is often overlooked. Are you following up when you should be? What are the best strategies for following up? What method of follow up is most popular – and is the most popular method really the best method? To learn more, listen to today’s episode in which you’ll hear from Jeff Shore, who’s recently released a book geared toward giving you the information that you need to know about the importance of and best practices for follow up. Episode Highlights: Why Jeff wrote his new book, Follow Up and Close the Sale How the book...
info_outlineShould you consider podcasting as part of your multi-touch campaigns? Can podcasting improve your sales numbers, and can you use your sales skills to make a quality podcast – or use podcasting to hone your sales skills? Today’s guest is here to discuss how sales professionals could be using podcasts.
Michael Greenberg is the CEO of Call for Content, a podcasting agency that makes it easy for businesses and organizations to develop podcasts. Listen to the interview to hear what Michael has to say about strategies for using podcasts to drive sales, routines and duration options for beginning podcasters, and the importance of consistency in podcasting.
Episode Highlights:
- Whether podcasting is on the radar for sales executives
- Success rates using podcasting strategies
- Inviting prospects onto the podcast as experts
- What sales executives can talk about on a podcast
- Typical rhythms of salespeople starting a podcast
- Building camaraderie through podcasts
- Coordinating guest posts with your social media
- Using podcast agencies
- Podcast duration guidelines
- What kind of research goes into a 30-minute podcast
- Consistency in podcasting
- Next steps for salespeople who are interested in podcasting
- Podcasts as an opportunity for role-playing
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