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.
[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.
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.
LinkedIn: Marylou Tyler