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 6: Mark Roberge
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!