Episoder
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Cameron Herold is a top business consultant, best-selling author, and speaker. Named by Forbes Magazine as âthe CEO Whispererâ, Cameron has touched thousands of businesses directly and indirectly through his work. By age 35, he had built two $100 million companies, and by 42, he had grown 1-800-GOT-JUNK? from $2 million, to $106 million in revenue in just six years.
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Andy Paul has been in B2B sales for over 40 years. Heâs sold everything from computers to SMBs, to complex communications systems to the worldâs largest enterprises. Heâs been responsible for hundreds of millions of dollars in new business, and now he teaches ambitious salespeople, sales teams, and companies how to grow their revenue.
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Liston Witherill is a sales trainer and consultant who helps client services professionals sell more services to big companies. Liston and his company, Serve Donât Sell, provide remote and onsite training to teams who want to serve their clients more effectively while selling more, and doing it ethically.
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Bill Bice started his first company at age 18, growing ProLaw Software into the largest law firm automation system for small and mid-size law firms. Today, Bill is the CEO of boomtime, and is passionate about helping small businesses grow. His goal is to enable smaller businesses to more effectively compete with their larger competitors.
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Ethan Beaute initially started as a writer, producer and editor, creating campaigns for local television stations for about twelve years. Now, he is the Chief Evangelist of BombBomb, a company that helps you enjoy clearer communication, human connection, and higher conversion with simple, personal videos.
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Frank Cottle is the Founder and CEO of the Alliance Group of Companies, and an experienced speaker, strategist, entrepreneur, advisor, business leader and investor. His primary areas of expertise include integrating flexible workspace models to assist with corporate real estate repositioning, investment banking, finance, workplace technology, and business leadership.
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Wes Schaeffer is The Sales WhispererÂź, an entrepreneur, sales trainer, and speaker who believes marketing is just selling in print. He is the author of 2.5 books on sales, marketing, and entrepreneurship and has helped 5,400 of the worldâs top speakers, authors, coaches, and sales professionals achieve nearly miraculous growth by implementing his repeatable, transferable, and proven processes.
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In 2013, Alex McClafferty co-founded WP Curve, when it was doing less than $500 per month in revenue. By 2015, Alex and his team had grown the business to a 7-figure run rate. In 2016, Alex ran the sell-side of their acquisition to GoDaddy. Finally, Alex left GoDaddy to pursue his passion as a CEO Coach in 2018.
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Steven Norman is a seasoned B2B sales leader and general manager, with over twenty-five yearsâ experience in consumer, small business and enterprise sales. Throughout his career, he has worked for leading technology brands including Dell, NEC and Targus and has been responsible for over US$4 billion in sales. He is the founder of Growth Acumen, which helps companies implement world-class sales practices and leadership development.
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Brian W. Robinson has worked in sales and marketing with some of the best-known companies in the world, including Coca-Cola USA and Johnson & Johnson. Upon leaving his corporate career, he helped launch a successful start-up where he was the first person in the history of the industry to sell more than one million dollars in business in twelve monthsâentirely by phone.
His more than two decadesâ worth of in-the-trenches, battle-tested, face-to-face and phone-presentation knowledge can benefit virtually anyone, from Fortune 500 companies to entrepreneurial ventures.
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Jason Bay is the co-founder and Chief Revenue Officer at Blissful Prospecting. He's worked with hundreds of sales reps and personally closed millions of dollars in revenue during his career. At Blissful Prospecting, he's in charge of growing company revenue through marketing and sales efforts.
In this episode, we talk about:
how Blissful Prospecting was born
how to make prospecting âfunâ
prospecting formulas that work
practical tips on how to use videos for prospecting
building cadence, and a lot more.
Check out the full episode!
Prospecting Formulas That Work
You definitely need to be targeted and purposeful with what youâre doing. It starts with your ideal client profile - you need to know exactly who youâre reaching out to and it needs to be segmented.
Prospects want specialists, so the big thing that you need to do is to create that segmentation. The ideal client profile, it canât just be âwe work with SaaS companiesâ; it has to be âwe help B2B SaaS companies, under 1000 employees, that use this type ofâŠâ - thatâs how specific it needs to be.
That segmentation is going to allow you to really present a case thatâs very specific for the person youâre reaching out to, without you having to do a lot of personalization.
Not All Prospects Are Created Equal
We send a couple of emails to someone, and we only send personalized videos to people that actually open the emails.
And this is a good prospecting hack: you really need to prioritize your prospects. Donât treat everyone equally.
Donât spend a lot of extra time calling or recording a video for someone if they're not even opening half the emails that youâre sending.
How to Use Video for Prospecting (Practical Tips)
When recording a video, make sure to look into the camera so the person on the other end feels like youâre talking to them. Invest in a good webcam. Keep it under 60 seconds. Ideal length is 30 seconds. Follow this format: Who you are, why youâre reaching out, and why you should talk (call to action). Create an eye-catching video thumbnail. Show your personality and donât be too serious.Mentions
Blissful Prospecting
Jason Bay (LinkedIn)
Apollo.io
Selling Above and Below the Line: Convince the C-Suite. Win Over Management. Secure the Sale by William Miller
Free Guide from Blissful Prospecting
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Michael Roderick is a founder, speaker, and connector with an insatiable level of curiosity about the world. He works with clients to curate, extend, and leverage their existing networks for the purpose of getting higher paid engagements, speaking opportunities, and becoming thought leaders in their industry.
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Michael Zipursky is the CEO of Consulting Success. He's advised organizations like Financial Times, Dow Jones, RBC, Omron, Sumitomo and helped Panasonic launch new products into global markets, but more importantly, he's helped over 300 consultants from around the world in over 50 industries add six and seven figures to their annual revenues. He is one of the world's top authorities on growing a consulting business.
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Karen McGregor is a bestselling author, international speaker, coach, trainer and the founder/ CEO of the Speaker Success Formula. Her company helps entrepreneurs create, structure and deliver compelling presentations to monetize their expertise and launch successful speaking businesses. Using her Speaker Success Formula, Karen attracts a wide range of clients from Olympic athletes, health experts, elite artists, and musicians to coaches, financial advisors, real estate experts, bestselling and aspiring authors.
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