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 30: Intersection of Sales and Marketing - Stephan Spencer
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:
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- Microsoft Dynamics
- NetSuite
- Book and Author Recommendations:
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- 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