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Accelerate! with Andy Paul

“Accelerate Your Sales Power.” Are you completely satisfied with your sales performance? Then Accelerate! your sales skills, leadership traits, and personal development, with sought-after speaker, best-selling author and sales sage, Andy Paul. Six times a week, Andy interviews the world’s foremost sales minds and extraordinarily interesting people like Jeffrey Gitomer, Robert Cialdini, Jill Konrath, Anthony Iannarino and Tim Sanders -- to uncover the strategies and insights you can use to generate massive value for your customers and epic wins for you. Get inspired with proven strategies to bust through limiting mindsets, amplify your value to buyers and outsell the competition. Whether you’re a sales leader, AE, AM, SDR, CEO, or entrepreneur, YOU want to generate better leads, close more sales and grow your accounts, and Accelerate! is the preeminent podcast for fast breakthroughs. Check out our growing catalog of 350+ hard-hitting episodes now.
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Dec 14, 2016

Joining me on this episode of Accelerate! is my guest Marylou Tyler. Marylou is the Founder and CEO of Strategic Pipeline, and coauthor of the classic sales book, Predictable Revenue, which she co-wrote with Aaron Ross. She is also the co-author of a brand new book, Predictable Prospecting: How to Radically Increase Your B2B Pipeline. Among the many topics that Marylou and I discuss are Marylou’s journey from engineer to revenue expert, developing your Ideal Prospect Persona, the Disqualification Engine, and her new methodology you can use to predictably reach new prospects.

 

KEY TAKEAWAYS

[3:17] How did Marylou learn the art of talking to a lead?

[7:06] What does Marylou mean by ‘immersion’ and ‘intraday calling’?

[7:21] How does Marylou find the right person to start a conversation with when calling a new prospect?

[8:55] Whether phone, email, text, or chat, you should use the communication channel that is most comfortable for you.

[15:17] When SDRs are more professional, what happens to the quality of the calls?

[15:26] How do you identify accounts with the highest velocity?

[18:58] Where should the ‘Disqualification Engine’ be?

[21:31] How does Marylou define the Ideal Prospect Persona?

[22:10] Which three stages of the pipeline involve the Ideal Prospect Persona?

[28:14] Sequences and cadences are new terms not found in Predictable Revenue, that are covered in the new book, Predictable Prospecting.

MORE ABOUT MARYLOU TYLER

What’s your most powerful sales attribute?
I’m pleasantly persistent.

Who is your sales role model?
Neil Rackham, author of Spin Selling.

What’s one book that every salesperson should read?
Getting to ‘Closed,’ by Stephan Schiffman.

What music is on your playlist right now?

Def Leppard, Cheap Trick, Heart, Joan Jett, and one AC/DC song.

CONTACT MARYLOU TYLER

Website: MarylouTyler.com

Predictable Prospecting

Twitter: @MarylouTyler

LinkedIn: Marylou Tyler

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