Tired of wondering where your next lead will come from? What if you had a reliable, and predictable, source of new potential customers coming into your sales funnel each month? This is Predictable Prospecting and here I'll show you how some of the best sales leaders in the industry are creating consistent, and measurable procedures to bring in fresh, qualified leads to their sales funnels each and every month.
http://predictableprospecting.libsyn.com/podcast
Episode 26: Thoughts on True Role of Sales Development Reps - Andy Paul
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
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- 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