How to Get the Right Mindset for Prospecting and Sales
Inbound, inbound, inbound – that’s marketing rally cry for that last few years. But a funny thing happened on the way to all this inbound marketing activity – outbound marketing – done right, has never been more effective.
In fact, great outbound marketing can draw even greater interest to the assets and content that inbound marketers are so fond of building.
I wrote this post about this almost four years ago – Why Outbound Marketing Has Never Been More Effective – and it’s still valid.
My guest for this week’s episode of the Duct Tape Marketing Podcast is Marylou Tyler, founder of Strategic Pipeline, a Fortune 1000 sales process improvement consulting group. She’s also the author of Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline, as well as Predictable Revenue. She and I discuss how selling and prospecting are two different things and why small businesses need to master each of them to succeed.
Tyler specializes in optimizing top-of-funnel sales processes and implementing predictable new sales opportunity models. Her approach walks clients through a 7-point outreach process/framework that is part behavioral, part predictive, and part creative (persuasive storytelling).
Questions I ask Marylou Tyler:
- Should prospecting be a big part of a salesperson’s job?
- How do you build and operate a successful outbound prospecting program?
- How do you get past sales vanity metrics?
What you’ll learn if you give a listen:
- Why you must have a prospecting function in your business
- How to manage inbound vs. outbound sales and marketing
- How to get good at disqualifying prospects
Key takeaways from the episode and more about Marylou Tyler:
- Learn more about MaryLou Tyler.
- Access the 7-Step Process.
- Follow on Twitter.
- Connect on LinkedIn.
- Subscribe to YouTube channel.
- Email firstname.lastname@example.org.
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