How to Get the Right Mindset for Prospecting and Sales

How to Get the Right Mindset for Prospecting and Sales

By John Jantsch

prospecting and sales

Marketing Podcast with Marylou Tyler
Podcast Transcript

MarylouTyler

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:

Like this show? Click on over and give us a review on iTunes, please!

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