Best Ted Stevenot Podcasts (2025)

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082: How to deal with sales rejection. 31:47

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4y ago31:47

31:47

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 only about three things most prospects typically reject - and none of them are personal.+++++++++++++++++++++…

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081: Systemizing follow up with interested prospects. 26:46

4y ago26:46

26:46

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 book Hacking Normal for tips on making the most of remote work. Amazon link: https://amzn.to/35JTMg4Visit the STA…

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080: How to make every day of phoning a successful day! 34:37

4y ago34:37

34:37

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.+++++++++++++++++++++++++++++++++++++++++++++++++++Follow the readings we have been doing on the show by picking up a copy of Prospect Factory at Amazon.com: h…

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079: How to make telephone prospecting calls. (Part 2) 42:15

4y ago42:15

42:15

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 assessing the responses given by prospects.Follow the readings we have been doing by picking up a copy of P…

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078: How to make telephone prospecting calls. (Part 1) 42:52

4y ago42:52

42:52

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.com: https://amzn.to/3cZYslMCheck out John Stevenot's book Hacking Normal for tips on making the most of rem…

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077: The five basic outcomes to most sales calls. 36:56

4y ago36:56

36:56

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 we have been doing by picking up a copy of the book Prospect Factory at Amazon.com: https://amzn.to/3cZYslMCh…

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076: Aftermath! 457 calls this week and my results. 31:00

4+ y ago31:00

31:00

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 the book Prospect Factory! Pick up your copy at Amazon.com: https://amzn.to/3cZYslMCheck out John Stevenot's…

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075: How to write the world's simplest sales letter! 37:37

4+ y ago37:37

37:37

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/3cZYslMCheck out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https://am…

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074: How to maximize the value of every call you make. 30:24

4+ y ago30:24

30:24

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 relating to the real outcomes of your calls will serve to reduce any anxiety you may have about about making calls…

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073: One of the biggest secrets for success with calling. 28:00

4+ y ago28:00

28:00

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 prospecting calls - qualification!Pick up a copy of my B2B sales prospecting book Prospect Factory at Amazon.…

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072: Using the right databases for prospecting success. 31:42

4+ y ago31:42

31:42

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 sales prospecting book Prospect Factory at Amazon.com: https://amzn.to/3cZYslMCheck out John Stevenot's book H…

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071: How to put together a prospect list. 37:23

4+ y ago37:23

37:23

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 Prospect Factory at Amazon.com: https://amzn.to/3cZYslMCheck out John Stevenot's book Hacking Normal for tips on…

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070: Special Episode - Thoughts on Bitcoin and Principles of Investing 31:41

4+ y ago31:41

31:41

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 better investor regardless of the target investment.Pick up a copy of my B2B sales prospecting book Prospect …

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069: How to define your market. 27:00

4+ y ago27:00

27:00

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 Factory at Amazon.com: https://amzn.to/3cZYslMCheck out John Stevenot's book Hacking Normal for tips on maki…

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068: The SIX most important parts of a prospecting system. 53:33

4+ y ago53:33

53:33

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 Finished Leads at the end of the line."Pick up a copy of my B2B sales prospecting book Prospect Factory at Amazon.…

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067: The Importance of Prospecting 44:30

4+ y ago44:30

44:30

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, it can be life changing for you and many others around you.Pick up a copy of my B2B sales prospecting book …

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066: How to write and test headlines. 42:58

4+ y ago42:58

42:58

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 best ways to test headlines and optimize your content for testing. An excellent message with the right attentio…

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065: What to do when your prospecting isn't working! 45:34

4+ y ago45:34

45:34

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 audience), media (means through which you send outreach), and message (headline, copy, and format).Pick up a copy…

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064 How boredom can be a milestone for prospecting success. 40:15

5y ago40:15

40:15

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 is optimizing the number of opportunities you give yourself to succeed. Pick up a copy of my B2B sales prospec…

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063 Tips for online prospecting! 36:37

5y ago36:37

36:37

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 is too simple - how or why will people ever come to visit it? Today, we discuss solutions for bringing the two …

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062: Lead Magnet Prospecting - Part 3 25:11

5y ago25:11

25:11

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 run?-What is the best means of building a relationship-bridge with site visitors?In the show, we also discuss th…

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061: Lead Magnet Prospecting - Part 2 42:34

5y ago42:34

42:34

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 is getting them to engage from there!Pick up a copy of my B2B sales prospecting book Prospect Factory at Am…

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060: Special Episode - Three secrets about how to build your wealth! 57:11

5+ y ago57:11

57:11

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 prospecting book Prospect Factory at Amazon.com: https://amzn.to/3cZYslMCheck out John Stevenot's book Hacking …

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059: How to refresh your prospect list. 41:10

5+ y ago41:10

41:10

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 because it makes daily phoning less stressful and opens the door to establishing a daily routine for succes…

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058: Lead Magnet Prospecting - Part 1 43:14

5+ y ago43:14

43:14

This week we discuss the first two steps involved with lead magnet prospecting: Step 1: Product Market FitStep 2: Tripwire OffersPick up a copy of my B2B sales prospecting book Prospect Factory at Amazon.com: https://amzn.to/3cZYslMCheck out John Stevenot's book Hacking Normal for tips on making the most of remote work. Amazon link: https://amzn.to…

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057: How to start digital prospecting! 45:41

5+ y ago45:41

45:41

This week we talk about how to start "digital prospecting". Some of the topics we cover in the show:Matching up your product with the right digital platforms. Starting an initial email list from scratch. Starting an email drip campaign, Starting a weekly email list. Establishing landing pages.Managing your website design.Pick up a copy of my B2B sa…

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056: Announcement and a Favor! 38:38

5+ y ago38:38

38:38

Hello everyone,On this week's show I have a special announcement and a favor to ask!The announcement is that the print edition of Prospect Factory is now available on Amazon.com. In today's show, we read through and discuss the introduction (The Importance of Prospecting)and the first chapter (A Quick Look at a Prospect Factory). The favor is to as…

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055: Five steps to get more done in less time! 36:16

5+ y ago36:16

36:16

Hello everyone,This week we discuss a five step process for getting more done in less time. We also talk about "time blocking" as a means to getting your most important work done first.This episode is sponsored by John Stevenot's book Hacking Normal. Would you like more control of your time and to improve the quality of your life today? John's book…

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054: The biggest secret for success with telephone prospecting! 27:04

5+ y ago27:04

27:04

Hello everyone,In this week's show I discuss the biggest secret for maximizing the value of telephone sales calls. It took me years to figure this out and today it is the foremost thing on my mind when I make calls.Today I clicked "publish" on the revised edition of my book Prospect Factory. This book details the system I created to turn my sales c…

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053: Three ways to boost your prospecting during the current shutdown 42:39

5+ y ago42:39

42:39

In this week's show we talk about ways to boost your prospecting effectiveness during the current shutdown.Would you like to increase your effectiveness working remotely? Would you like tips on how to pitch your boss on the idea of continuing to work remotely in the future? If so then check out John Stevenot's book Hacking Normal available at Amazo…

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052: How to 10X Your Results (Repost). 1:04:17

5+ y ago1:04:17

1:04:17

Today's show is sponsored by John's Stevenot's book Hacking Normal. - Would you like more freedom to say when, where, and how you do your work? - Would you like more control of your daily schedule?- Would you like more freedom to take care of family and personal concerns?- Would you like more joy in your life today versus some time far off in the f…

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051: Get more prospects with a better promise to your customers! 39:26

5+ y ago39:26

39:26

This week we talk about how to improve your prospecting results by making a better promise to customers. Getting to know the wants of your customers and differentiating your offer to stand out from the crowd is an art form. It requires thought and practice. Today we discuss how you can do it in your business! A book featured on today's show is, Ext…

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050: How to build a prospecting machine! 43:40

5+ y ago43:40

43:40

This week I have been working on revising my original book, Prospect Factory, for modern times. In today's show we discuss the first chapter which lays out the basics of building a prospecting machine - or as the book calls it - a Prospect Factory.Learn how you can systematically and consistently create an abundant supply of new prospects for what …

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049: Secrets of a 30 Year Successful Sales Prospector Revealed! 31:00

5+ y ago31:00

31:00

In this episode I "show work" from the recent week.I am currently working on a manual for the podcast which assembles many of the important topics we have discussed over the years.I begin the process of creating the manual by writing a sales letter. In the show, I tell you all about how I did it. I share the template I use and make the case why eve…

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048: How to successfully work from home 1:04:35

5+ y ago1:04:35

1:04:35

I have successfully worked from home for over 30 years. Today, I share my thoughts on how you can do it successfully too.Also, I share thoughts from John Stevenot's recently released book on working remotely, Hacking Normal (see Amazon.com,)Key tips center on - setting up a work space, getting technology in order, organizing your routine, consideri…

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047: In Memory of John Stevenot (1990-2018) 39:24

5+ y ago39:24

39:24

It has been a year and a half since John and I posted our last show together (Episode #046). The morning we were supposed to record Episode #047, I had a chalkboard marked up to talk about email automation - one of John's favorite topics, When John didn't show up at our scheduled 7a.m. recording time, I texted him, "Podcast today?" but there was no…

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046: The first thing you should say on a cold call. 47:03

7y ago47:03

47:03

In this episode of the Sales Prospecting School podcast, we cover the first thing (or set of things) you should say on a cold call. One of the biggest debates in the sales world is: how much information should you reveal to the prospect?Should you give your whole elevator speech without stopping or should you break things up in chunks?Ted gives his…

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045: How to NOT fail with prospecting. 50:27

7y ago50:27

50:27

Today we discuss formulas for success - or failure - with prospecting and overall life. The secret is in the things we do every day, over time. Included is an excerpt from the great business philosopher Jim Rohn's presentation, "How to Have Your Best Year Ever." Jim says, "The formula for success is - a few simple disciplines practiced every day."T…

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044: How to use game theory to improve your prospecting. 1:10:00

7y ago1:10:00

1:10:00

In this episode of the Sales Prospecting School, we combine two very different industries in order to bring you a gamified model of prospecting. Recently, DOOM's creators gave a speech at the Game Developer's Conference and we have adapted some of their design to align with our prospecting approach. To watch the full video, go here: https://youtu.b…

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043: How to effectively build and qualify a sales prospecting call list. 1:03:24

7y ago1:03:24

1:03:24

In this show we discuss how to effectively build and qualify a sales prospecting call list.Thanks for listening to this LEGACY episode of Sales Prospecting School. Be sure to listen to the In Memory of John Stevenot episode of the show at this link: https://bit.ly/2Sk6TBBAlso, check out John Stevenot's posthumously published book Hacking Normal for…

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042: Listener Question - A day in the life of an effective prospector. 1:11:17

7y ago1:11:17

1:11:17

In this episode of the Sales Prospecting School, we talk about what a day in the life of an effective sales prospector looks like. We start our conversation by discussing the objective of prospecting and how that will fill your pipeline. Then, we follow that concept up with understanding how to be effective and compound your efforts for greater yie…

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041: Cold Calling - Tips, Scripts, Objectives, and Deliberate Practice (Repost). 1:07:44

7y ago1:07:44

1:07:44

In this episode of the Sales Prospecting School podcast, we cover cold calling: tips, scripts, objectives, and deliberate practice. While cold calling is deemed as one of the most painful ways to reach out to potential customers, we have found it to be one of the most rewarding and receptive ways to cultivate relationships. in this episode, we star…

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040: How to create your script and starting making prospecting calls (Repost). 1:07:10

7y ago1:07:10

1:07:10

In this episode of the Sales Prospecting School podcast, John and Ted talk about what you'll need to start making prospecting telephone calls for your business. We begin the discussion quickly going over the three prerequisites you'll need to have before making calls:1. Call ready list / compliant.2. Clear runway.3. Call flow.Next, we go over the f…

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039: Your most important metric for success. 56:31

7y ago56:31

56:31

In this episode of the Sales Prospecting School podcast, we talk about the most important metric for success. While this may seem intuitive, the process of finding this metric and working toward it seems to be lost on some businesses and entrepreneurs. We have a six step process:1. Pick your metric (must be monetizeable)2. Calculate your current sp…

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038: Sales Prospecting - How to 10X your results. 1:02:38

7y ago1:02:38

1:02:38

In this episode of the Sales Prospecting School podcast, we cover the three elements necessary to make sure that your sales prospecting techniques are generating 10X results. Our formula is simple. Your sales activity needs to:1. Connect you with new people / others.2. Drive other activity.3. Lead to an offer.While the definition is simple, the app…

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037: Listener Questions - What's a good follow-up message? 1:10:37

7+ y ago1:10:37

1:10:37

In this episode of the Sales Prospecting School podcast, we answer another listener question. This week, we answer the question: What is a good follow-up message?We have three pieces that make up a good follow-up message:First, we need to understand the format and type of follow-up. Second, we need to decide on how often we follow-up.Third, we need…

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036: Automation for Lead Generation 1:10:09

7+ y ago1:10:09

1:10:09

In this episode of the Sales Prospecting School podcast, we talk about the benefits that automation can have for your sales and lead generation systems. Thanks for listening to this LEGACY episode of Sales Prospecting School. Be sure to listen to the In Memory of John Stevenot episode of the show at this link: https://bit.ly/2Sk6TBBAlso, check out …

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035: 25 call outcomes and how to respond. 1:13:50

7+ y ago1:13:50

1:13:50

In this episode of the Sales Prospecting School podcast, we talk about the 25 outcomes and responses that you are likely to come across while making your cold calls.Thanks for listening to this LEGACY episode of Sales Prospecting School. Be sure to listen to the In Memory of John Stevenot episode of the show at this link: https://bit.ly/2Sk6TBBAlso…

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034: 10 Rules for Marketing Your Business 1:25:00

7+ y ago1:25:00

1:25:00

In this episode of the Sales Prospecting School podcast, we talk distill Dan Kennedy's book 'No B.S. Direct Marketing' down to its 10 rules. https://www.amazon.com/B-S-Direct-Marketing-Non-Direct-Businesses/dp/1599185016/Those ten rules are:1. Always ask for something in return.2. Always have a reason to respond.3. Write clear instructions for 1 an…

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033: (Part 2) Lead Generation Strategies, The Four Horsemen Lead Generation Strategy 1:01:09

7+ y ago1:01:09

1:01:09

In this episode of the Sales Prospecting School podcast, we go into more depth about where to start your Four Horsemen strategy. The Four Horsemen Lead Generation Strategy looks like this:1. Sales Letter2. Lead Magnet3. Funnel for Follow-up4. SEO / CornerstoneA care application of this strategy will cover all your sales prospecting needs from calls…