082: How to deal with sales rejection.
This is the last of 15 back-to-back episodes in which we read through and comment on Ted Stevenot's book Prospect Factory. A key highlight f...
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Sales Prospecting School
The Sales Prospecting School podcast is hosted by John and Ted Stevenot. We are a weekly podcast that focuses on helping individuals and companies free themselves from obscurity and start ge...
Episodes
20 of 82 episodes081: Systemizing follow up with interested prospects.
In this show we discuss how to set up a system for following up with interested sales leads. Follow the readings we have been doing by picki...
080: How to make every day of phoning a successful day!
In this episode, we discuss how to gain the maximum value from calls while at the same time reducing - or even eliminating - the pain often...
079: How to make telephone prospecting calls. (Part 2)
How to make sales prospecting calls (Episode 2 of 2). Today we go through several sample calls to illustrate what to say in various circumst...
078: How to make telephone prospecting calls. (Part 1)
How to make sales prospecting calls (Episode 1 of 2). Today we begin with the opening lines of the script and deal with several commonly occ...
077: The five basic outcomes to most sales calls.
In this show, we talk about expectations and sales prospecting calls. Knowing what to expect helps reduce the stress of making calls. Includ...
076: Aftermath! 457 calls this week and my results.
In this episode I discuss the results of calls I made in the last 7 days. These calls are to a mature list, but say a lot about similar resu...
075: How to write the world's simplest sales letter!
In this show, we discuss how to write "One Pagers" which became the workhorse sales letter to grow my business for many, many years. Follow...
074: How to maximize the value of every call you make.
In this show we discuss how to keep track of and extract maximum value from every sales prospecting call you make. This is life changing not...
073: One of the biggest secrets for success with calling.
On this show we continue our reading of the book Prospect Factory. Here we discuss further systematization of your prospecting outreach. It...
072: Using the right databases for prospecting success.
In this show we discuss databases for prospecting. From list scrubbing to CRMs to preparing mailings - using the right database makes a huge...
071: How to put together a prospect list.
In this show, we discuss how to put together a prospect list, Learn how to find initial names and begin the process of sifting through your...
070: Special Episode - Thoughts on Bitcoin and Principles of Investing
I have gotten a lot of questions lately from Millennials and Gen Z's about investing and all the attention in the Bitcoin space. In this sho...
069: How to define your market.
In this week's show we discuss the fundamentals of defining your market. The two most important issues are the characteristics of your poten...
068: The SIX most important parts of a prospecting system.
In this show we read Section One of the book Prospect Factory and breakdown the SIX most important parts of a prospecting system. "Prospects...
067: The Importance of Prospecting
This week we read through and comment on the introduction to the book Prospect Factory (available on Amazon.com)and discuss the importance o...
066: How to write and test headlines.
This week we discuss how to write and test headlines for sales copy. Writing a headline that joins the conversation already occurring in the...
065: What to do when your prospecting isn't working!
Hello everyone, In this episode we discuss what to do when your prospecting isn't working. Not every approach works for every business. Lear...
064 How boredom can be a milestone for prospecting success.
This week we talk about what it is like to have a successful system for prospecting. Sometimes things can become so routine it may lead to a...
063 Tips for online prospecting!
This week we talk about setting up a website infrastructure for prospecting... One challenge for online marketers is simplifying the complex...