In this show, I announce that I will be taking a break from Sales Prospecting School for the time being. I am doing so in order to focus efforts on my other show, The Health & Money Podcast. Here at SPS, we recently completed a readthrough

082: How to deal with sales rejection.

Jul 27th, 2021 31m 47s

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 from the final chapter is about dealing with sales rejection. It is critical to understand, there are on

081: Systemizing follow up with interested prospects.

Jul 22nd, 2021 26m 46s

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 picking up a copy of Prospect Factory at Amazon.com: https://amzn.to/3cZYslMCheck out John Stevenot's bo

080: How to make every day of phoning a successful day!

Jul 15th, 2021 34m 37s

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 associated with making telephone-prospecting calls.+++++++++++++++++++++++++++++++++++++++++++++++++++

079: How to make telephone prospecting calls. (Part 2)

Jul 13th, 2021 42m 15s

How to make sales prospecting calls (Episode 2 of 2). Today we go through several sample calls to illustrate what to say in various circumstances. Especially, we hone in on the skill of how to "translate English into English" when it comes to a

078: How to make telephone prospecting calls. (Part 1)

Jul 8th, 2021 42m 52s

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 occurring calls.Follow the reading we have been doing by picking up a copy of Prospect Factory at Amazon

077: The five basic outcomes to most sales calls.

Jul 7th, 2021 36m 56s

In this show, we talk about expectations and sales prospecting calls. Knowing what to expect helps reduce the stress of making calls. Included in the discussion are the five basic outcomes to most sales prospecting calls.Follow the readings

076: Aftermath! 457 calls this week and my results.

Jul 1st, 2021 31m

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 results you may experience making calls of your own.Follow along with the readings I have been doing from

075: How to write the world's simplest sales letter!

Jun 29th, 2021 37m 37s

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 along with the show by picking up a copy Prospect Factory, at Amazon.com: https://amzn.to/3cZYslMChe

074: How to maximize the value of every call you make.

Jun 24th, 2021 30m 24s

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 only from a business standpoint, but also emotionally. Notably, a better understanding of data relati

073: One of the biggest secrets for success with calling.

Jun 22nd, 2021 28m

On this show we continue our reading of the book Prospect Factory. Here we discuss further systematization of your prospecting outreach. It is through systemization that we discover one of the biggest secrets about success with making sales p

072: Using the right databases for prospecting success.

Jun 17th, 2021 31m 42s

In this show we discuss databases for prospecting. From list scrubbing to CRMs to preparing mailings - using the right database makes a huge difference! Learn about the different types and why they are so important.Pick up a copy of my B2B sa

071: How to put together a prospect list.

Jun 14th, 2021 37m 23s

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 list to identify the best quality sales prospects.Pick up a copy of my B2B sales prospecting book Pros

070: Special Episode - Thoughts on Bitcoin and Principles of Investing

Jun 8th, 2021 31m 41s

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 show, I share some of the principles I have learned - and some of my mistakes - that helped me become a

069: How to define your market.

Jun 7th, 2021 27m

In this week's show we discuss the fundamentals of defining your market. The two most important issues are the characteristics of your potential buyers and their geographical location. Pick up a copy of my B2B sales prospecting book Prospect

068: The SIX most important parts of a prospecting system.

Jun 1st, 2021 53m 33s

In this show we read Section One of the book Prospect Factory and breakdown the SIX most important parts of a prospecting system."Prospects are put in one end and carefully taken through a series of steps resulting in the production of Finish

067: The Importance of Prospecting

May 25th, 2021 44m 30s

This week we read through and comment on the introduction to the book Prospect Factory (available on Amazon.com)and discuss the importance of prospecting.In a nutshell, life is way better when you have an abundance of sales leads. Done right,

066: How to write and test headlines.

May 17th, 2021 42m 58s

This week we discuss how to write and test headlines for sales copy. Writing a headline that joins the conversation already occurring in the head of your prospect is key! It takes practice, testing, and patience to get it right. Learn the

065: What to do when your prospecting isn't working!

May 10th, 2021 45m 34s

Hello everyone,In this episode we discuss what to do when your prospecting isn't working. Not every approach works for every business. Learn how to evaluate the critical aspects of your outreach to see what needs fixing - market (target audie

064 How boredom can be a milestone for prospecting success.

Aug 7th, 2020 40m 15s

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 touch of boredom... But, believe it or not, this can actually be a good sign of progress! The goal

063 Tips for online prospecting!

Jul 31st, 2020 36m 37s

This week we talk about setting up a website infrastructure for prospecting...One challenge for online marketers is simplifying the complex. If your website has too many products, posts, or topics it can be confusing. Yet, if your website i

062: Lead Magnet Prospecting - Part 3

Jul 24th, 2020 25m 11s

This week I share some of the latest statistics on my foray into digital and "lead magnet" prospecting. As a part of such an effort, many questions arise; -What is a good test size to determine meaningful results? -How long should a test r

061: Lead Magnet Prospecting - Part 2

Jul 14th, 2020 42m 34s

This episode is Part Two my of my foray into lead magnet prospecting...In the past week I set up my lead capture system and began running some tests. Already there are lessons being learned. I can get people to come to the site - but step two

060: Special Episode - Three secrets about how to build your wealth!

Jul 3rd, 2020 57m 11s

In this week's episode - in addition to updates on current call activity, list building and studying email marketing infrastructure - we discuss three "secrets" to building wealth and abundance in your life. Pick up a copy of my B2B sales pro

059: How to refresh your prospect list.

Jun 22nd, 2020 41m 10s

In this week's show we discuss how to update and refresh your prospect list. We talk about sorting, eliminating duplicates, removing disqualified leads, removing do-not-call listings and establishing a call-ready list.A call ready list is key