Predictable Prospecting's Podcast
About This Show
Tired of wondering where your next lead will come from? What if you had a reliable, and predictable, source of new potential customers coming into your sales funnel each month? This is Predictable Prospecting and here I'll show you how some of the best sales leaders in the industry are creating consistent, and measurable procedures to bring in fresh, qualified leads to their sales funnels each and every month.
Most Recent Episode
Episode 72: Prospecting as a Function of Sales - Patrick Rodgers
6 days ago
Without prospects, there will be no sales. Yet, companies can struggle with incorporating prospecting into the sales process and getting people to balance the time spent prospecting compared with the all important task of closing the deal. This issue can be especially prevalent with leaner bootstrapped companies. Today, we will learn about an innovative method of solving this problem and attracting new sales talent. Today, I speak with Patrick Rodgers who is VP of Sales at LearnCore a leading sales training and coaching platform that combines technology with people for optimum results. Patrick is leading and building the sales organization for this bootstrapped company. We talk about the idea of prospecting as a sales function and some of the challenges when expecting AEs to close and prospect. Episode Highlights: Challenges of scaling a bootstrapped company Difficulty of finding AEs who would go through the entire sales cycle Starting a 9 - 12 month sales training focused on prospecting Learning the process from start to finish they became top producers The program allowed growth acceleration and attracted talent Getting a perspective from different sales representatives Sales roles in the sales funnel process Shadowing into different areas and hitting sales goals Opening doors for the team and making it an easier path Challenges getting AEs to value the meetings set up by SDRs Having a blueprint for AEs so that SDRs and AEs work together Moving from sheer will to