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Why Predictable Prospecting follows Predictable Revenue

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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.
  1. unaware 
  2. disruptive awareness
  3. problem aware - but not sure what the solution is or could be
  4. found solution
  5. 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:



High Profit Prospecting with Mark Hunter

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Mark Hunter is here to talk about sales. His new book: High Profit Prospecting, and his best seller give him the credibility that you need to listen in, take notes. We dove right in.

If you have to discount the price to close the deal, that means you are prospecting the wrong people. You can't make a WalMart shopper into a Nordstrom Customer.

Social Media without Social Community is Social Stupidity. It's a conduit. You must have something to share that is of value.

Think about this, too - how to leave an 8-11 second voice mail message. Stop embarrassing yourself.

Matt reminds us that phone and email are NOT dead. The phone is the most valuable tool he uses.

Stop being afraid to prospect and defaulting to social media. Don't hide behind social posts, tweets, likes, and emoticons. PICK UP THE TELEPHONE. It's an amazing tool when used right. You should learn one piece of information about them in the first call and begin to engage them.

Do you have call or prospecting reluctance?
Why? You don't have to close them in the first call. Your objective is to earn the right, privilege and respect to be able to call them again. COLD calling is dead. NOT CALLING, COLD CALLING is dead. You need to know something about them, their industry, their pain.
There are valuable tips in this episode, questions you need to ask yourself and your reps.

About Mark Hunter: (LinkedIn) (Twitter) (Website)
Mark Hunter is "The Sales Hunter." He helps companies and salespeople find and retain better customers. He is also the author of the best-selling book, High-Profit Selling.

He is recognized as one of the "Top 50 Most Influential Sales and Marketing Leaders." All of this has him traveling globally nearly 230 days per year, working with companies to help them grow their top-line sales and bottom-line profits.

He is known for his sales growth strategies and consultative selling approach to business. Mark Hunter is frequently quoted in the media and is a keynote speaker at major conferences on the subject of sales and sales leadership. His sales techniques are in use today by salespeople on 5 continents and in more than 100 different countries.