Accelerate! With Andy Paul

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