Episode 30: Predictable Prospecting: Target, Engage & Optimize Your Sales Funnel, and Why Introverts are the Best SalesPeople: An Interview with Marylou Tyler

By Zeeva Viola | March 9, 2017

Marylou Tyler is the author of Predictable Revenue and Predictable Prospecting. She has worked with a number of co-authors and produced a book that will certainly help any startup company out there. Being one of the best sales enablement strategists, she is an expert when it comes to maximizing your resources and is always willing to share her knowledge to anyone who needs help.

This podcast focuses both on the incredible things that a startup business owner can do to improve sales and the common mistakes everyone should avoid. The following are some of the topics tackled by Scott and Marylou:

• Internalizing Your Competitive Position
• Six-Factor SWOT Analysis
• Developing an Ideal Account Profile
• Compel with ContentTM
• McKinsey’s MECE model
• How you can send your emails wisely, and so many more

Listen to the episode here:

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Podcast Notes:

• 05:10 – The three sections of Predictable Prospecting: Target, Engage, Optimize
• 05:42 – Internalizing Your Competitive Position
• 07:25 – Six-Factor SWOT Analysis
• 14:00 – Importance of taking a break
• 15: 33 – Developing an Ideal Account Profile
• 20:16 – McKinsey’s MECE model and Issue Trees
• 23:33 – Compel with ContentTM
• 25:07 – Common mistakes start-up businesses make in the selling process
• 27:42 – Emails and when to use each type
• 31:38 – Mass personalized versus Hyper-personalized emails
• 37:47 – Eight-Touch, 13-Business Day Email
• 39:01 – Customer Referral Program
• 48:12 – Campaign Formula, Appointment-setting and sales funnels
• 53:26 – Neil Rackham, “The Professor of Professional Selling”

Resources mentioned in the podcast:

• “Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline” (Amazon) by Marylou Tyler and Jeremey Donovan
• Marylou’s website & book-related resources
• Marylou Tyler on LinkedIn
• Jeremey Donovan on LinkedIn
• “SPIN Selling” by Neil Rackham (Amazon)
• “Major Account Sales Strategy” by Neil Rackham (Amazon)