Outbound Squad Podcast

Messaging: Why prospects ignore your cold emails and cold calls (and how to fix it)

Tue, 21 Apr 2026 00:00:00 GMT

Get free access to the full course + companion workbook:https://masterclass.outboundsquad.com/

91% of buyers believe salespeople don't understand what they do, what they care about, or what their company does. That's not a cold email or cold calling problem. That's a messaging problem.

In this episode, I break down the exact messaging framework we use with every Outbound Squad client to fix this.

You'll learn:

1) Why "pitching" in cold emails reduces reply rates by up to 57%

2) The "push" vs. "pull" method and why most reps do it backwards

3) The 4 components of messaging that resonates: Priorities, Current Solutions, Problems, and Aspirations

This is one module from the Outbound Masterclass, a free 15-module course covering the full methodology we've used to train 20,000+ reps at companies like Shopify, Gong, Zoom, Rippling, and more.

Get free access to the full course + companion workbook:https://masterclass.outboundsquad.com/

The companion workbook includes every framework, template, and AI prompt from the course so you can implement what you learn immediately.

💡 ABOUT OUTBOUND SQUAD

We help B2B sales teams build pipeline through outbound. We've trained 20,000+ reps at 250+ companies including Shopify, Gong, Zoom, Rippling, and iHeartMedia.

👋 CONNECT WITH ME

LinkedIn: https://www.linkedin.com/in/jasondbay/

Website: https://outboundsquad.com

Podcast: https://open.spotify.com/show/3M48nC6r29rITjQ1wFccdN

Mastering the Framework that Triples Cold Call Conversions

Tue, 14 Apr 2026 00:00:00 GMT

Jason was a guest on the recent webinar hosted by ZoomInfo. In this episode, Jason and Michael George from ZoomInfo reveal a proven framework that can triple your cold call conversions. Tune in to learn the strategies, mindset, and data-backed tactics that turn hesitant prospects into eager buyers.

Check out more free content and get coaching at https://outboundsquad.com.⁠

AI in sales masterclass & why RevOps will disappear with Kyle Vamvouris

Tue, 07 Apr 2026 00:00:00 GMT

In this episode, Jason and ⁠Kyle Vamvouris⁠ from ⁠SalesThread⁠ break down how AI is revolutionizing sales strategies and why RevOps as we know it might soon vanish. Tune in for bold insights and actionable tactics to stay ahead in the future of sales.

Check out more free content and get coaching at ⁠https://outboundsquad.com.⁠⁠

The Outbound Equation: How to Secure High Quality Meetings

Tue, 31 Mar 2026 00:00:00 GMT

Jason was a guest on the recent webinar hosted by ⁠ZoomInfo⁠. In this episode, ⁠Jason⁠ and ⁠Calvin Flax⁠ break down the Outbound Equation and reveal how to win high-quality meetings in a slower market through smarter outreach, stronger offers, and genuine buyer connection.

Check out more free content and get coaching at ⁠https://outboundsquad.com.⁠⁠

Sales enablement masterclass with Nate Vogel

Tue, 24 Mar 2026 00:00:00 GMT

In this episode, ⁠Jason⁠, ⁠Clara Johnson⁠, and ⁠Nate Vogel⁠ dive into a high-energy sales enablement masterclass, unpacking how to build world-class programs that drive performance at scale using data, coaching, and customer-focused frameworks.

Check out more free content and get coaching at ⁠https://outboundsquad.com.⁠

How to crush the Director of SDR role with Rippling’s Sr SDR Director

Tue, 17 Mar 2026 00:00:00 GMT

In this episode, Jason and Rippling’s Senior SDR Director, Bert Brokaw, talk about what it really takes to crush the Director of SDR role, from leading managers and aligning with executives to building a high-performing outbound culture. Tune in to learn how top leaders grow strategic SDR teams that consistently deliver results.

Check out more free content and get coaching at https://outboundsquad.com.⁠

Not partnering with sales enablement? Big mistake

Tue, 10 Mar 2026 00:00:00 GMT

In this episode, Jason talks about why sales leaders must partner with enablement to drive real culture change and shares three lessons from top teams—becoming a trusted advisor, sharing the stage with reps, and prioritizing manager enablement over rep-only training.

Check out more free content and get coaching at https://outboundsquad.com.⁠

Here’s PROOF that AI isn’t replacing SDRs anytime soon

Tue, 03 Mar 2026 00:00:00 GMT

In this episode, Jason breaks down why AI isn’t replacing SDRs anytime soon, sharing real hiring data from leading AI companies and explaining why human reps who learn to leverage AI will outperform, not be replaced by it.

Check out more free content and get coaching at https://outboundsquad.com.⁠

How to Cold Call for Higher Connect Rates, Better Conversations, and Meetings That Actually Show Up

Tue, 24 Feb 2026 00:00:00 GMT

⁠Jason was a guest on the ⁠Outbound Kitchen - Sales Podcast⁠ hosted by ⁠Elric Legloire⁠ to share tactical cold-calling frameworks—using permission-based openers, problem-focused language, and compelling offers to boost connect rates, spark real interest, and book meetings that actually show up.

Check out more free content and get coaching at ⁠https://outboundsquad.com.⁠⁠

The Outbound Equation: A proven methodology to secure high-quality meetings in 2026

Tue, 10 Feb 2026 00:00:00 GMT

This episode is the audio from our recent webinar on The Outbound Equation. Jason walks through a proven methodology for securing high-quality meetings in 2026 by reinforcing fundamentals like offers that deliver real value, world-class execution on phone, email, and social, and the critical role of leadership in creating predictable outbound pipeline.

Check out more free content and get coaching at https://outboundsquad.com.

From Rep To Sales Exec with Bryan Evans, VP of Sales at Neo4j

Tue, 03 Feb 2026 00:00:00 GMT

In this episode, Bryan Evans shares his journey from rep to VP of Sales at Neo4j and the leadership habits that help sales teams execute, forecast accurately, and win bigger deals.

Check out more free content and get coaching at https://outboundsquad.com.

Sales Enablement Masterclass with VP of Sales Enablement at Rippling, Jonas Master

Tue, 27 Jan 2026 00:00:00 GMT

In this episode, Jason Bay sits down with ⁠Rippling⁠’s VP of Sales Enablement,⁠ Jonas Master ⁠to explore how effective sales training, paired with clear priorities, measurement, and reinforcement, drives real behavior change and consistent performance gains.

Check out more free content and get coaching at https://outboundsquad.com.⁠

[Playbook] State of Outbound: AI and what to expect in 2026

Tue, 30 Dec 2025 00:00:00 GMT

[Playbook] State of Outbound: AI and what to expect in 2026 - Outbound Squad Podcast

“We increased pipeline by 170% this month!”

Tue, 23 Dec 2025 00:00:00 GMT

In this episode, Jason and Clara Johnson break down how narrowing your outbound focus by industry, persona, and triggers led one team to a 170% increase in pipeline while driving higher response rates and bigger deals.

Check out more free content and get coaching at https://outboundsquad.com.⁠

How to 3x your contact rates

Tue, 16 Dec 2025 00:00:00 GMT

In this episode, Jason and Clara Johnson break down why reps need an omnichannel outbound strategy and show how using coordinated calls, emails, social touches, and AI-driven research can triple contact rates and unlock pipeline.

Check out more free content and get coaching at https://outboundsquad.com.

[Playbook] How two reps closed a $30M+ deal (the largest in company history)

Tue, 09 Dec 2025 00:00:00 GMT

This episode is the audio from our webinar on sales mastery. We were joined by ⁠Rona Cohen and Ryan Smith at ZoomInfo to share how they closed the largest deal in company history ($30M+) and what it takes to get big opportunities across the finish line.

Check out more free content and get coaching at https://outboundsquad.com.⁠

Dialers won’t fix your cold calling problem

Tue, 02 Dec 2025 00:00:00 GMT

In this episode, Jason and Clara Johnson break down why autodialers hurt connect and conversion rates, and share smarter ways to fix your cold calling results, including opening with a concise buyer-focused reverse pitch.

Check out more free content and get coaching at https://outboundsquad.com.⁠

Biggest mistake when re-engaging closed/lost opps

Tue, 25 Nov 2025 00:00:00 GMT

In this episode, Jason and Clara Johnson share a simple framework for re-engaging closed lost opportunities by using time-based insights, past deal context, and tailored messaging to turn overlooked accounts into new pipeline.

Check out more free content and get coaching at https://outboundsquad.com.⁠

Meet our new Head of Training, Clara Johnson!

Tue, 18 Nov 2025 00:00:00 GMT

In this episode, Jason announces Clara Johnson as the new Head of Training in Outbound Squad, discussing how her previous experience as a successful sales leader will help them grow the company, create a formal outbound methodology, and produce better thought leadership content. They also discuss the future of outbound sales, the potential impact of AI, and the importance of adapting to new sales methods.

Check out more free content and get coaching at https://outboundsquad.com.⁠

Negotiations Masterclass with Todd Caponi

Tue, 11 Nov 2025 00:00:00 GMT

In this episode, Todd Caponi shares how to negotiate effectively in sales, covering the history of negotiation, common myths, the four levers of negotiating, and strategies to protect your contract value while driving deals forward.

Check out more free content and get coaching at https://outboundsquad.com.⁠

[Playbook] Steal this PipeGen framework: How we generated $70M+ in new pipeline every week

Tue, 04 Nov 2025 00:00:00 GMT

This episode is the audio from our recent webinar on pipeline generation. ⁠Marcus Chan⁠ from ⁠Venli⁠ joined us to share how to build a repeatable pipeline generation framework to drive consistent and high-quality pipeline in 2025.

Note: Audio issues occurred during the webinar recording. We apologize for sections where the audio is missing or unclear.

Check out more free content and get coaching at https://outboundsquad.com.

A masterclass on sales coaching with Mark Hunter

Tue, 28 Oct 2025 00:00:00 GMT

In this episode, Mark Hunter shares how sales leaders can build a strong team culture and coach effectively by understanding what motivates each rep, leading by example, keeping energy high, and delivering focused, personalized coaching that drives lasting behavior change.

Check out more free content and get coaching at https://outboundsquad.com.⁠

How to handle vet AEs who think they know it all

Tue, 21 Oct 2025 00:00:00 GMT

In this episode of our new behind-the-scenes series with the Outbound Squad sales training team, Jason Bay and Clara Johnson share how sales leaders can get veteran reps prospecting again using data, AI prompts, and a “red-pen” approach to AI.

Check out more free content and get coaching at https://outboundsquad.com.⁠

A simple framework to get AEs self-sourcing pipeline

Tue, 14 Oct 2025 00:00:00 GMT

In this episode of our new behind-the-scenes series with the Outbound Squad sales training team, Jason Bay and Clara Johnson share how sales leaders can build a culture of AE self-sourcing by weaving prospecting into weekly rhythms and leading from the front.

Check out more free content and get coaching at https://outboundsquad.com.⁠

Improving cold call qualification

Tue, 07 Oct 2025 00:00:00 GMT

In this episode, Jason and Clara Johnson kick off a new behind-the-scenes series with the Outbound Squad sales training team. They shared how SDRs can improve cold call qualification to boost pipeline conversion and set AEs up for success.

Check out more free content and get coaching at https://outboundsquad.com.⁠

[Playbook] Account Executives: Steal this framework to self-source 30%+ of your pipeline (without making hundreds of cold calls)

Tue, 30 Sep 2025 00:00:00 GMT

This episode is the audio from our recent webinar on AE self-sourcing. Erika Fuchs from EliseAI, Rob Anderson from TitanX, and Darin Alpert from ZoomInfo joined us to share how top reps self-source pipeline to book more meetings and crush quota, without making hundreds of cold calls.

Check out more free content and get coaching at https://outboundsquad.com.⁠

Cold Calling: Use this intro to book 3x more meetings

Tue, 23 Sep 2025 00:00:00 GMT

In this episode, Jason shares some cold calling tips and examples that will help you outperform average reps by 3x.

Check out more free content and get coaching at https://outboundsquad.com.

Steal this cold calling framework to book 2-3x more meetings

Tue, 16 Sep 2025 00:00:00 GMT

Jason joined the The Chris Bussing Podcast [ Sell More | Live More ]. In this episode, they talked about AI in outbound sales, the "Reason to Meet" strategy, key sales tools, standout messaging, and cold outreach tactics.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

[Playbook] State of Cold Calling (from analyzing 1B cold calls)

Tue, 09 Sep 2025 00:00:00 GMT

This episode is the audio from our recent webinar on cold calling. ⁠Colin Specter⁠ from ⁠Orum ⁠and ⁠Calvin Flax⁠ from ⁠ZoomInfo⁠ joined us to share what top reps do to land more meetings through the phone, based on insights from 1B cold calls completed using Orum.

Check out more free content and get coaching at ⁠https://outboundsquad.com.

"AI doesn't have a point of view" (a warning)

Tue, 02 Sep 2025 00:00:00 GMT

In this episode, Jason warns about the dangers of over-relying on AI and shares tips for leveraging it effectively in sales.

Check out more free content and get coaching at https://outboundsquad.com.⁠

10 ways the best teams are booking meetings right now

Tue, 26 Aug 2025 00:00:00 GMT

Jason was one of the speakers on Sell Better's recent webinar on cold outreach. In this episode, they shared simple-to-execute tactics the best teams use to land more meetings from calls, emails, and LinkedIn messages.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

[Playbook] No, cold calling isn't dead (how to land a sh*t ton of meetings in 2025)

Tue, 19 Aug 2025 00:00:00 GMT

This episode is the audio from our webinar on cold calling. Nick Cegelski from 30 Minutes to President's Club and Waseem Kaati from Shopify joined us to share how to increase cold calling conversion rates.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

[Playbook] Cold Email: Analyzing 85M+ cold emails to find what’s working in 2025

Tue, 05 Aug 2025 00:00:00 GMT

This episode is the audio from our recent webinar on cold email. ⁠Armand Farrokh⁠ from ⁠30 Minutes to President’s Club⁠ and ⁠Jonathan Mack⁠ from ⁠ZoomInfo⁠ joined us to break down a proven cold email framework and unpack insights from our analysis of 85M+ cold emails with Gong and 30MPC.

Check out more free content and get coaching at ⁠https://outboundsquad.com.⁠⁠

Using voicemails to increase cold email reply rates by 3x

Tue, 29 Jul 2025 00:00:00 GMT

In this episode, Jason shares why voicemails and AI screeners are the future of cold calling and how using relevance and social proof in your voicemails can 3x your reply rates.

Check out more free content and get coaching at https://outboundsquad.com.⁠

How to Build a Winning Sales Playbook with Kristie Jones

Tue, 22 Jul 2025 00:00:00 GMT

In this episode, ⁠Kristie Jones⁠ shared insights on creating effective sales playbooks and leveraging AI to personalize and enhance the sales process.

Check out more free content and get coaching at ⁠https://outboundsquad.com.⁠⁠

AI Masterclass: THE guide on how to leverage AI for outbound with Elric Legloire

Tue, 08 Jul 2025 00:00:00 GMT

In this episode, ⁠Elric Legloire⁠ discusses the six pillars of how salespeople leverage AI and the evolution of AI in outbound sales.

Check out more free content and get coaching at https://outboundsquad.com.⁠

Cold Calling: Use this intro to book 3x more meetings

Tue, 01 Jul 2025 00:00:00 GMT

In this episode, Jason shares some cold calling tips and examples that will help you outperform average reps by 3x.

Check out more free content and get coaching at https://outboundsquad.com.

The Offer: Why no one responds to your cold outreach

Tue, 24 Jun 2025 00:00:00 GMT

In this episode, ⁠Jason ⁠shares three types of offers you can use to help you land more meetings from your cold outreach.

Check out more free content and get coaching at https://outboundsquad.com

[Playbook] Multi-threading: Get to power, win bigger deals, and expand customer accounts

Tue, 17 Jun 2025 00:00:00 GMT

This episode is the audio from our recent webinar on multi-threading. ⁠Heath Barnett⁠ of ⁠Mixmax⁠, ⁠Amber Smith⁠, and ⁠Karen Hor⁠ of ⁠ZoomInfo⁠ joined us to share how top reps increase their win rates by 2-3x, shorten sales cycles, and drive expansion by mastering multi-threading.

Check out more free content and get coaching at https://outboundsquad.com.

State of GTM with Heath Barnett, VP of Revenue at Mixmax

Tue, 10 Jun 2025 00:00:00 GMT

In this episode, ⁠Heath Barnett⁠ shares the evolution of the buyer's journey, how to optimize sales processes with AI and technology, and the future of sales and marketing in a buyer-centric world.

Check out more free content and get coaching at https://outboundsquad.com.

From $1M to $100M: How to crush quota with Andrew Barbuto

Tue, 03 Jun 2025 00:00:00 GMT

In this episode, Andrew Barbuto shares his success story of growing a book of business from $1 million to $100 million in six years through hard work and continuous improvement. He emphasizes the importance of becoming an expert, conducting thorough research, and delivering value throughout the sales process.

Check out more free content and get coaching at https://outboundsquad.com

[Live Training] Objection Handling Masterclass

Tue, 27 May 2025 00:00:00 GMT

This episode is the audio from our webinar on objection handling. We were joined by ⁠Will Aitken⁠, Founder of ⁠WillAitken.com⁠, ⁠Jack Wauson⁠, GTM Team Lead at ⁠Mixmax⁠, and ⁠Abdulla Casino⁠, Manager of Sales Development at ⁠ZoomInfo⁠.

Check out more free content and get coaching at https://outboundsquad.com

[Live Training] Cold Email: How to land a ton of meetings (without wasting hours personalizing)

Tue, 20 May 2025 00:00:00 GMT

This episode is the audio from our webinar on cold email. We were joined by Jack Wauson of Mixmax and Florin Tatulea and walked through how to personalize your cold emails without wasting a ton of time researching.

Check out more free content and get coaching at https://outboundsquad.com

Founder & CEO of Orum, Jason Dorfman

Tue, 13 May 2025 00:00:00 GMT

In this episode, Jason Dorfman shares a solid cold calling framework, proven tactics for leveling up your cold calls, and effective strategies for managing sales teams.

Check out more free content and get coaching at https://outboundsquad.com

How to measure, optimize, and scale sales training programs with Ross Nibur

Tue, 06 May 2025 00:00:00 GMT

In this episode, Ross Nibur shares how to measure, optimize, and scale sales training programs by identifying the right metrics, driving behavior change, and understanding what truly works. He also highlights the importance of building data-driven sales strategies.

Check out more free content and get coaching at https://outboundsquad.com

[Playbook] Cold Email: Steal this AI framework for double-digit reply rates

Tue, 29 Apr 2025 00:00:00 GMT

This episode is the audio from our recent webinar on cold email. Jack Wauson of Mixmax, Meghan Morrison, and Cir Crawford of ZoomInfo joined us to share the state of cold email in 2025, a proven cold email framework, and how top teams are leveraging AI.

Check out more free content and get coaching at https://outboundsquad.com

How to coach your reps + world-class discovery with Keith Weightman

Tue, 22 Apr 2025 00:00:00 GMT

In this episode, Keith Weightman talks about how to create a coaching culture where both reps and leaders receive the feedback they need to grow. They also cover how to prepare for impactful discovery calls and bring the right stakeholders into the conversation.

Check out more free content and get coaching at https://outboundsquad.com

Providing value is mostly B.S. (do this instead) with Leslie Venetz

Tue, 15 Apr 2025 00:00:00 GMT

In this episode, Leslie Venetz talks about building and scaling a modern outbound strategy that actually earns trust and drives revenue. She shares insights on defining your ICP, offering value, and choosing the right channels.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

[Playbook] How to build and scale a world-class outbound program

Tue, 08 Apr 2025 00:00:00 GMT

This episode is the audio from our recent webinar on building and scaling an outbound program. Kyle Norton from Owner.com and Diana Gates from Shopify joined us to share 7 key strategies to build a world-class outbound motion.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

Expert Techniques for Selling to the C-Suite

Tue, 25 Mar 2025 00:00:00 GMT

Jason was one of the speakers on Sell Better's recent webinar on selling to the C-suite. In this episode, they shared everything from how to multi-thread deals better—to how to nail the first meeting with a senior exec.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

10 ways the best teams are booking meetings right now

Tue, 18 Mar 2025 00:00:00 GMT

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

7 hard truths about outbound in 2025

Tue, 11 Mar 2025 00:00:00 GMT

In this episode, Jason shares the seven hard truths about outbound in 2025 and how to adapt to stay ahead.

Check out the show notes, more free content, and get coaching at https://www.outboundsquad.com/.

[Playbook] No, cold calling isn't dead (how to land a sh*t ton of meetings in 2025)

Tue, 04 Mar 2025 00:00:00 GMT

This episode is the audio from our recent webinar on cold calling. Nick Cegelski and Waseem Kaati from Shopify joined us to share how to increase cold calling conversion rates.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

Why your outbound messaging doesn't land

Tue, 25 Feb 2025 00:00:00 GMT

In this episode, Jason shares the levels of relevance in sales messaging and where you can use this to outbound and sell better.

Check out the show notes, more free content, and get coaching at https://www.outboundsquad.com/.

Stay close to the problem

Tue, 18 Feb 2025 00:00:00 GMT

In this episode, Jason shares how the best SDRs stay close to the problem to level up their outbound results.

Check out the show notes, more free content, and get coaching at https://www.outboundsquad.com/.

[Playbook] Cold Email: A repeatable framework for double-digit reply rates (backed by science)

Tue, 11 Feb 2025 00:00:00 GMT

This episode is the audio from our recent webinar on cold email. Danielle Holmes and Kevin Papili of ZoomInfo joined me to share a repeatable cold email framework to drive double-digit reply rate.

Check out the show notes, more free content, and get coaching at https://www.outboundsquad.com/.

How to instantly upgrade your cold calls

Tue, 04 Feb 2025 00:00:00 GMT

In this episode, Jason shares how to nail the first 60 seconds of a cold call to land the meeting.

Check out the show notes, more free content, and get coaching at https://www.outboundsquad.com/.

Steal this cold calling framework to book 2-3x more meetings

Sat, 01 Feb 2025 00:00:00 GMT

Jason was a guest on The Chris Bussing Podcast [ Sell More | Live More ]. In this episode, they talked about AI in outbound sales, the "Reason to Meet" strategy, essential sales tools, standout messaging, and cold outreach tactics.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

Stop complaining about your reps (and do this instead)

Tue, 28 Jan 2025 00:00:00 GMT

In this episode, Jason shares why reps don't use the stuff sales enablement and sales managers create for them plus some ideas on how to fix it.

Check out the show notes, more free content, and get coaching at https://www.outboundsquad.com/.

World-class SDR leaders DO NOT accept this

Tue, 21 Jan 2025 00:00:00 GMT

In this episode, Jason shares a few reasons for high attrition rates in SDR orgs and how to fix them.

Check out the show notes, more free content, and get coaching at https://www.outboundsquad.com/.

Execs don't take meetings from cold emails unless…

Tue, 14 Jan 2025 00:00:00 GMT

In this episode, Jason shares the challenges and tactics for effectively securing meetings with enterprise executives through cold emails and calls.

Check out the show notes, more free content, and get coaching at https://www.outboundsquad.com/.

World-class SDRs are NOT career SDRs

Tue, 10 Dec 2024 00:00:00 GMT

In this episode, Jason shares strategies to retain your best SDRs by creating a clear progression path and keeping them engaged. From implementing a “belt system” with tiered roles and pay bumps to providing AE prep enablement, we’ll cover how to motivate your team to stick around and crush their goals while waiting for that promotion. Plus, we’ll discuss how SDRs can focus on generating high-quality pipeline through better cold outreach—emails, calls, and beyond—to position themselves for future AE success.

Check out the show notes, more free content, and get coaching at https://www.outboundsquad.com/

Account Plans: Stop wasting your time, use RTMs instead

Tue, 03 Dec 2024 00:00:00 GMT

In this episode, we’re talking about why traditional account plans might be slowing you down and how to replace them with a streamlined approach: Reasons to Meet (RTMs). Jason walks you through how to ditch the exhaustive research and focus on the minimum you need to land that critical first meeting—because you don’t need a full account strategy before making contact. RTMs take just 15 to 30 minutes to create, saving you hours of prep time while keeping your outreach sharp and targeted.

Check out the show notes, more free content, and get coaching at https://www.outboundsquad.com/

[PipeGen Live] How to land meetings with busy executives (and common mistakes to avoid)

Tue, 26 Nov 2024 00:00:00 GMT

This episode is the audio from our recent webinar on landing meetings with busy executives. We were joined by Steven Bryerton, SVP of Sales at ZoomInfo, Laura Guerra, Vice President, Regional Sales at Varicent, and Kyle Nelson, Regional Sales Manager at Varicent.

Check out the show notes, more free content, and get coaching at https://www.outboundsquad.com/

Enterprise meetings REQUIRE enterprise effort

Tue, 19 Nov 2024 00:00:00 GMT

To successfully land meetings with enterprise executives, especially in larger deals, your outreach must match the scale of the opportunity. Simple personalization, like referencing a quarterly report, won’t cut it. To stand out, you need a higher-value offer to get their attention. In this episode, Jason shares three strategies used by our top-performing clients to capture executive interest.

Check out the show notes, more free content, and get coaching at https://www.outboundsquad.com/

Outbound isn't working? Try these 5 tips.

Tue, 12 Nov 2024 00:00:00 GMT

In this episode, Jason shares five powerful tips to instantly elevate your outbound messaging. Learn how to impress executives, secure more meetings, feel confident in your cold emails and calls, and boost business acumen for yourself and your entire sales team.

Check out the show notes, more free content, and get coaching at https://www.outboundsquad.com/

Multi-threading: A 3-part framework to get introduced to more execs in your deals

Tue, 05 Nov 2024 00:00:00 GMT

In this episode, Jason shares a 3-part framework you can use to get introduced to more execs in your deals.

Check out the show notes, more free content, and get coaching at https://www.outboundsquad.com/

[PipeGen Live] 2024 State of Sales Development

Tue, 29 Oct 2024 00:00:00 GMT

In this episode, we’re sharing the audio from our recent webinar on the current state of sales development. Colin Specter, SVP of Revenue at Orum, joined us to discuss 2024 trends and offer insights and predictions for 2025.

Check out the show notes, more free content, and get coaching at https://www.outboundsquad.com/

The inner game of sales with Alex Kremer

Tue, 22 Oct 2024 00:00:00 GMT

In this episode, we go in a bit of a different direction and dive into motivations beyond surface-level desires like financial success or material possessions. Our guest, Alex Kremer, Founder and CEO of Alluviance, explores the inner game of sales. The conversation shifts away from typical sales tactics to focus on managing emotions, discovering intrinsic motivation, and being authentic. It emphasizes the often-overlooked aspects essential for achieving greatness in sales.

Check out the show notes, more free content, and get coaching at https://www.outboundsquad.com/

[PipeGen Live] ZoomInfo's Top Cold Callers: Steal this proven framework

Tue, 15 Oct 2024 00:00:00 GMT

This episode is the audio from our recent webinar on cold calling. We were joined by Megan Huston and Abdulla Casino of ZoomInfo who shared ZoomInfo’s winning cold call formula with tons of actionable takeaways for both reps and sales leaders.

Check out the show notes, more free content, and get coaching at https://www.outboundsquad.com/

Get ghosted in a deal? Try this.

Tue, 08 Oct 2024 00:00:00 GMT

In this episode, Jason shares two different styles of approaches that you can use to reengage or reawaken a dead or stalled deal.

Check out the show notes, more free content, and get coaching at https://www.outboundsquad.com/

[PipeGen Live] Outbound: How to land a ton of meetings in H2

Tue, 01 Oct 2024 00:00:00 GMT

This episode is the audio from our recent webinar on outbound and how to land a ton of meetings in H2. Bryan Tunick and Jack Reilly of ZoomInfo joined Jason to share how to build a scalable and standardized outbound program to rally your team around.

Check out the show notes, more free content, and get coaching at https://www.outboundsquad.com/

Selling to the C-Suite with Mark Hunter

Tue, 24 Sep 2024 00:00:00 GMT

In this episode, Jason talks with Mark Hunter, author of A Mind for Sales, High-Profit Prospecting, and High-Profit Selling. They discuss strategies for selling to the C-Suite, covering topics such as communication tactics, preparation for meetings, professional conduct, and effective methods for gaining introductions when starting below the power line and aiming for access to the C-Suite.

Check out the show notes, more free content, and get coaching at https://www.outboundsquad.com/

A voicemail script you can start using ASAP to 2-3x reply rates

Tue, 17 Sep 2024 00:00:00 GMT

In this episode, Jason shares a voicemail script you can start using ASAP to double your cold email reply rate and increase future cold call pick-up rates by 25%+.

Check out the show notes, more free content, and get coaching at https://www.outboundsquad.com/

[PipeGen Live] Bad Messaging: The unsexy reason why outbound doesn't work for you

Tue, 10 Sep 2024 00:00:00 GMT

This episode is the audio from our recent webinar on messaging. Jason shares why poor messaging is likely why outbound isn’t working for you and how to build messaging that resonates with executives so you can land meetings from your cold emails & cold calls.

Check out the show notes, more free content, and get coaching at https://www.outboundsquad.com/

[The 1:1] Armand Farrokh on moving up-market into enterprise

Tue, 03 Sep 2024 00:00:00 GMT

This episode is the audio of the 1:1 interview with Armand Farrokh from our recent webinar on moving up market. Armand is a founder of 30 Minutes to President’s Club and the co-author of the recently released book, Cold Calling Sucks (And That’s Why it Works). Jason and Armand discuss leveraging founders and executives to gain an edge in meetings against more established competitors in the enterprise space.

Check out the show notes, more free content, and get coaching at https://www.outboundsquad.com/

[PipeGen Live] Moving Up-Market: Steal this playbook for landing large enterprise accounts

Tue, 27 Aug 2024 00:00:00 GMT

This episode is the audio from our recent webinar on moving up market. Jason was joined by Rona Cohen and Tory Speer of ZoomInfo, Colin Specter, and Armand Farrokh to share how you can effectively move up-market to secure larger deals.

Check out the show notes, more free content, and get coaching at https://www.outboundsquad.com/

[The 1:1] How to eat your competitor's lunch with Anthony Iannarino

Tue, 20 Aug 2024 00:00:00 GMT

This episode is the audio of the 1:1 interview with Anthony Iannarino from our recent webinar on displacing competitors. Anthony is the author of Eat Their Lunch, a playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition. Check out the episode for more on competitor displacement.

Check out the show notes, more free content, and get coaching at https://www.outboundsquad.com/

[PipeGen Live] Displacing Competitors: How to eat your competitor's lunch

Tue, 13 Aug 2024 00:00:00 GMT

This episode is the audio from our recent webinar on displacing competitors. We were joined by Anthony Iannarino, Ralph Barsi, and Ryan Oosterveld of ZoomInfo. Check out the episode to learn how to convince a buyer to take a meeting, even though they’re in an active contract with a competitor.

Check out the show notes, more free content, and get coaching at https://www.outboundsquad.com/

Cold Calling Sucks and That’s Why It Works

Tue, 06 Aug 2024 00:00:00 GMT

In this episode, Armand Farrokh and Nick Cegelski, Founders of 30 Minutes to President’s Club, share insights from their new book, "Cold Calling Sucks. And That's Why It Works". This isn't just another guide on cold calling—it's a tactical playbook packed with practical strategies tailored for various industries, from software to professional services. Check out the episode for a sneak peek into what makes this book a game-changer for anyone looking to elevate their sales game.

Check out the show notes, more free content, and get coaching at https://www.outboundsquad.com/

[The 1:1] Helping 283 startups build their outbound motion with Kyle Vamvouris

Tue, 30 Jul 2024 00:00:00 GMT

This episode is an audio excerpt of the 1:1 interview with Kyle Vamvouris from our recent PipeGen live series. We dive into key lessons from helping 283 start-ups scale their outbound strategies.

Kyle highlights the importance of tracking not just activity but effectiveness—reply rates, call pick-up rates, and conversion rates. He also shares insights on attributing meeting outcomes to specific channels and common mistakes to avoid.

This short episode is packed with actionable insights to enhance your outbound sales efforts.

Check out the show notes, more free content, and get coaching at https://outboundsquad1.wpenginepowered.com

[PipeGen Live] The Outbound Pivot: How to reduce reliance on inbound and build a world-class outbound motion

Tue, 23 Jul 2024 00:00:00 GMT

This episode is the audio from our recent webinar on building a world-class outbound motion. We were joined by Kyle Vamvouris, Daniel Cole, Jack Reilly and Megan Huston of ZoomInfo. Listen to the episode to learn how to transition an inbound-led sales approach to an outbound-led sales approach and build a culture of hunters who excel at landing net-new logos.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

[Tactics] Cold Calling: How to nail the first 60 seconds (where 80% of reps fail)

Tue, 16 Jul 2024 00:00:00 GMT

In this episode, Jason shares actionable tactics and strategies to help you nail the first minute.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

[Live Training] AE Self-Sourcing: How to create buy-in and enable AEs to self-source 30%+ of their pipeline

Tue, 09 Jul 2024 00:00:00 GMT

This episode is audio from our recent webinar on AE self-sourcing. We were joined by Caitlyn McCrimmon (Transect), Elmer Lopez (zoomInfo), and Mitch Thomas (Brooksource). They shared how to create a culture where Account Executives excel at pipe gen, regularly hit their activity targets, and self-source their best opportunities.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

[Tactics] Learning Lessons From Zoom’s 2023 Top Sales Manager

Tue, 02 Jul 2024 00:00:00 GMT

In this episode, Jason talks with Garrett Graston, 2023 Zoom Top Sales Manager, about how to be a world-class sales manager and four lessons he’s learned on his sales journey.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com.

[LIVE Training] Cold Calling: How to build a killer talk track (that your reps will actually use)

Tue, 25 Jun 2024 00:00:00 GMT

This episode is the audio from our recent webinar on cold calling. Jason was joined by Jack Wauson, Timothy Miller, and Teddy Moody to share a proven process that’s simple to use, is crazy effective at landing meetings, and adaptable for a wide range of personas.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

[Tactics] 3x VP of Sales Kyle Parrish

Tue, 18 Jun 2024 00:00:00 GMT

In this episode, Jason talks with Kyle Parrish, GM & VP of Revenue at Mixmax, about Kyle’s journey to becoming a leader including the struggles and triumphs. Kyle also shares some interesting takes on capacity planning, the consequences of over-hiring and how to avoid it, and the effects of setting a target that is too aggressive.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com.

[Live Training] The Outbound Equation: How to make outbound work in 2024

Tue, 11 Jun 2024 00:00:00 GMT

This episode is the audio from our recent webinar on how to make outbound work in 2024. We were joined by Adam Robinson, CEO, Retention.com, Mark Kosoglow, and Ashley Kelly, VP Global Sales Development, Rippling.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

[Tactics] The Sales Leader They Need w/ David Priemer

Tue, 04 Jun 2024 00:00:00 GMT

In this episode, Jason is joined by David Priemer, Founder and Chief Sales Scientist at Cerebral Selling. They discuss how you can show your team that you're going to have their back so you can unlock what David calls higher levels of discretionary effort, promoting transparency, and driving accountability.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

[Tactics] I set 9 meetings in 2 hours last week using this strategy

Tue, 28 May 2024 00:00:00 GMT

In this episode, Jason unpacks the strategy he used to set nine meetings in about two hours of work and shares how you can execute this across your sales org or as a rep.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

[Live Training] Cold Email: How to land a ton of meetings (without wasting hours personalizing)

Tue, 21 May 2024 00:00:00 GMT

This episode is the audio from our recent webinar on cold email. We were joined by Jack Wauson of Mixmax and Florin Tatulea and walked through how to personalize your cold emails without wasting a ton of time researching.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

[Tactics] "Should we outsource SDRs?"

Tue, 14 May 2024 00:00:00 GMT

In this episode, Jason dives into a question he gets asked a lot: Should we outsource SDRs? It's a question often born from dissatisfaction with meeting quality or pipeline closure rates. Check out the episode for whether or not this is a smart decision.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

[Live Training] Case Study: “135% growth in cold call meetings booked month-over-month”

Tue, 07 May 2024 00:00:00 GMT

This episode is the audio from our recent webinar on cold calling. Jason unpacked the process we took a client through to increase their qualified meetings landed from cold calling by 135%.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

[Tactics] Sales Leaders: 5 mistakes that create turnover in your sales org.

Tue, 30 Apr 2024 00:00:00 GMT

50% is the average turnover year over year for SDRS and about 30% for account executives. In this episode, Jason digs into those numbers and 5 common mistakes causing it.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

[Live Training] Cold Calling Masterclass: From Opener to Booked Meeting (Sell Better Daily Show)

Tue, 23 Apr 2024 00:00:00 GMT

This episode is the audio from a recent Daily Sales Show from Sell Better that Jason hosted on cold calling. Jason, Sara Plowman, Nick Cegelski, and Armand Farrokh went live from NYC to share their top frameworks for openers, pitches, objection handling, and more.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

[Tactics] Pivoting to an outbound-led sales motion? Don't make these mistakes

Tue, 16 Apr 2024 00:00:00 GMT

In today’s episode, Jason shares 6 common mistakes he has seen when orgs pivot to an outbound-led sales motion and offers tactical tips for what you can do instead.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

[Live Training] Account Executives: Steal this framework to self-source 30%+ of your pipeline (without being a spammer)

Tue, 09 Apr 2024 00:00:00 GMT

This episode is the audio from our recent webinar on AE Self-Sourcing. We were joined by Aaron Milner from Orum and Kyle Parrish from Mixmax and walked through a framework that will help you self-source 30%+ of your pipeline.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

[Tactics] AE Self-Sourcing: 8 tips to get your AEs to prospect more

Tue, 02 Apr 2024 00:00:00 GMT

In this episode, Jason shares why it’s important for account executives to self-source and 8 tips sales leaders can use to help them.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

[Live Training] Multi-Threading Playbook: How to increase win rates by 25%+ (and never get stuck below the line again)

Tue, 26 Mar 2024 00:00:00 GMT

This episode is the audio from our recent webinar on multi-threading. We were joined by Richard Harris, Krysten Conner, and Colin Specter from Orum.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

[Tactics] Multi-threading: Using "give to gets" to get to power

Tue, 19 Mar 2024 00:00:00 GMT

On this episode, Jason talks about multi-threading, specifically how you can use give-to-gets to get power involved in your deals.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

[Live Training] Objection Handling Masterclass

Tue, 12 Mar 2024 00:00:00 GMT

This episode is the audio from our recent webinar on objection handling. We were joined by Will Aitken, Founder of willaitken.com, Jack Wauson, SDR Manager at Mixmax, and Abdulla Casino, Manager of Sales Development at ZoomInfo.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

[Tactics] "We don't have the budget"

Tue, 05 Mar 2024 00:00:00 GMT

If you're selling software right now, you're probably getting a ton of budget objections, way more in the last year than you were in the previous two years.

In this episode Jason shares a couple of frameworks you can use to handle the objection: “We don’t have the budget.”

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

[Live Training] Discovery: How to shorten time to close in 2024

Tue, 27 Feb 2024 00:00:00 GMT

This episode is the audio from our recent webinar on Discovery: From problem to payoff: Steal this framework to build urgency, and close larger deals (and never get ghosted again).

We were joined by Aaron Barkman, Strategic Account Executive at Orum, and Nate Nasralla, Co-founder at Fluint.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

[Tactics] Mastering discovery with Janel Gallucci

Tue, 20 Feb 2024 00:00:00 GMT

In this episode, Jason is joined by Janel Gallucci, Founder, of Gallucci Ventures Sales Consulting.

They talk about how discovery can be used as a way to build trust, derisk the purchase for the buyer, and reduce skepticism early on in the sales cycle. They share tips on how to properly prepare for these conversations and really nail the discovery conversation.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

[Live Training] The State of Cold Email in 2024

Tue, 13 Feb 2024 00:00:00 GMT

This episode is audio from our recent webinar on cold email. We were joined by Jen Allen-Knuth of DemandJen and Colby Hogan of ZoomInfo.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

[Tactics] Cold Email: Subject line formulas for 40-50%+ open rates

Tue, 06 Feb 2024 00:00:00 GMT

23.9% is the average open rate for a cold call right now. That’s a problem if you spend a lot of effort personalizing your emails.

In this episode, Jason shares a couple of different subject line formulas and a lot of examples to help you increase your open rate.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

[Live Training] Territory Planning: Steal this framework to find quick wins and hit quota in Q1

Tue, 30 Jan 2024 00:00:00 GMT

This episode is the audio from our recent webinar on Territory Planning. We were joined by Nick Cegelski from 30 Minutes to President’s Club.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

[Tactics] Territory Planning: Reverse-Engineer your way to success in 2024

Tue, 23 Jan 2024 00:00:00 GMT

It’s territory planning season! The majority of people we reach out to will never respond to anything, so the key objective is not treating our accounts equally but cherry-picking accounts that have a higher opportunity or likelihood of closing and wanting to engage with us.

In this episode, Jason shares his actionable strategies you can implement today.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

[Live Training] The State of Cold Calling: Old school tactics that won't work in 2024

Tue, 16 Jan 2024 00:00:00 GMT

This episode is the audio from our recent webinar on the state of cold calling in 2024. We were joined by Greg Alexander, Jr. of ZoomInfo and Colin Specter of Orum. We discuss how the most successful sales teams on the planet are leveraging the phones to pack their pipeline full of qualified opportunities.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

[Tactics] Cold Calling: How to increase pick-up rates and troubleshoot low meeting show rates

Tue, 09 Jan 2024 00:00:00 GMT

On today’s episode, Jason shares actionable tactics you can implement today to increase your cold call pick-up rate and be more productive on the phone.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

[Tactics] Cold Calling: How to nail the first 60 seconds (where 80% of reps fail)

Wed, 03 Jan 2024 00:00:00 GMT

In this episode, Jason shares actionable tactics and strategies to help you nail the first minute.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

The future of AI and sales with Vlad Oleksiienko

Tue, 26 Dec 2023 00:00:00 GMT

Our guest today is Vlad Oleksiienko, VP of Growth at Reply.io, one of the premier sales engagement tools. And from a technology standpoint, they’re implementing a lot of things you might currently be hearing around intent data and AI.

Jason talks with Vlad about his first SDR job, intent data and how to properly use it, how cold outreach is getting harder, and they both make a lot of predictions around AI.

Connect with Vlad and Reply.io.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

Creating more repeatability in your sales process with Matt Doyon

Tue, 19 Dec 2023 00:00:00 GMT

Our guest on this episode is Matt Doyon, a seasoned VP of Sales and the author of the recently released book, "Revenue Revolution".

Matt shares his experience and insights on creating a sales process that ensures repeatability. It's not just about training or building playbooks; it's about designing a sales system that minimizes the chances of failure.

Whether you're a sales leader or a rep, this episode will challenge you to rethink your sales process and inspire you to revolutionize your team's performance.

Connect with Matt and Triple Sessions.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

Nate Nasralla on how to build great champions

Tue, 12 Dec 2023 00:00:00 GMT

In this episode, Nate Nasralla from Fluint.io gives us a masterclass on building champions to help you win more deals.

Connect with Nate and Fluint.io.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

My journey as a front-line sales leader with Eric DeLaune

Tue, 05 Dec 2023 00:00:00 GMT

In this episode, Eric DeLaune from Taulia talks about becoming a great front-line sales leader.

Connect with Eric and Taulia.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

Mike Weinberg on how to succeed as a first-time manager

Tue, 28 Nov 2023 00:00:00 GMT

In this episode, Mike Weinberg talks about his latest book The First Time Manager: Sales.

Connect with Mike and The New Business Sales Coach.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

16 steps to repeatable sales with Kyle Vamvouris

Tue, 21 Nov 2023 00:00:00 GMT

In this episode, Kyle Vamvouris outlines 16 steps he's used to help his clients close over $100M in revenue.

Connect with Kyle and Vouris.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

Discovery: How to run a sales call that doesn’t feel like a sales call

Tue, 14 Nov 2023 00:00:00 GMT

This episode is the audio from our recent webinar on running effective discovery calls. Ryan Oosterveld and Isabella Keller from ZoomInfo joined us.

Connect with Ryan, Isabella, and Zoominfo.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

How to build a world-class sales team with Alex Kremer

Tue, 07 Nov 2023 00:00:00 GMT

In this episode, Alex Kremer, Director of Sales at Catalyst, joins us to discuss building a world-class sales team.

Connect with Alex and Catalyst.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

From PLG to sales-led growth with Molly McKinstry

Tue, 31 Oct 2023 00:00:00 GMT

In this episode, Head of Sales at Calendly Molly McKinstry talks about going from product to sales-led growth and building an outbound machine.

Connect with Molly McKinstry and Calendly.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

How to master discovery, multi-threading, and more | Guest Appearance

Tue, 24 Oct 2023 00:00:00 GMT

Jason Bay was a guest on the Rethink the Way You Sell podcast hosted by Jeff Bajorek. In this episode, he walks through a discovery framework you can use to increase win rates.

Connect with Jeff Bajorek, and Rethink the Way You Sell.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

Account Executives: Steal this framework to self-source 30%+ of your pipeline (without being a spammer)

Tue, 17 Oct 2023 00:00:00 GMT

This episode is the audio from our recent webinar on AE Self-Sourcing. We were joined by Terry Husayn, VP of Technical Engagement at Orum.

Connect with Terry Husayn and Orum.

Check out the show notes, more free content, and get coaching at https://outboundsquad.com

AMA: Jason Bay Crashes 30 Minutes to President's Club | Guest Appearance

Tue, 10 Oct 2023 00:00:00 GMT

Jason Bay was a guest on the 30 Minutes to President's Club hosted by Nick Cegelski and Armand Farrokh. In this episode, they ran a live AMA on success hacks, prospecting, selling, and much more.

Connect with Nick Cegelski, Armand Farrokh, and 30 Minutes to President's Club.

Check out the show notes, more free content, and get coaching at https://OutboundSquad.com

“Craft, Climb, Conquer”: Jason Bay’s Three C’s of Sales Leadership | Guest Appearance

Tue, 03 Oct 2023 00:00:00 GMT

Jason Bay was a guest on The Rising Leader Podcast hosted by Alex Kremer. In this episode, they talked about the Three C’s of Sales Leadership.

Connect with Alex Kremer and check out The Rising Leader Podcast.

Check out the show notes, more free content, and get coaching at https://OutboundSquad.com

How to Improve Your Cold Calls in 2023 | Guest Feature on Mailshake

Tue, 26 Sep 2023 00:00:00 GMT

Jason was a guest on Shake Sales Podcast hosted by the founder of Mailshake, Sujan Patel. In this episode, they talked about how to nail your cold calls in 2023.

Connect with Sujan Patel and Mailshake.

Check out the show notes, more free content, and get coaching at https://OutboundSquad.com

How to go outbound for the first time | Guest Feature on Surf and Sales

Tue, 19 Sep 2023 00:00:00 GMT

Jason Bay was a guest on the Surf and Sales Podcast with Richard Harris. In this episode, they talked about going outbound for the first time as a sales org.

Connect with Richard Harris and Surf and Sales.

Check out the show notes, more free content, and get coaching at https://OutboundSquad.com

MEDDPICC Master Class with David Weiss

Tue, 12 Sep 2023 00:00:00 GMT

In this episode, David Weiss joins us to talk about MEDDPICC

Connect with David Weiss and The Sales Collective.

Check out the show notes, more free content, and get coaching at https://OutboundSquad.com

Multi-threading, outbound, and much more | Guest feature on Make it Happen Mondays

Tue, 05 Sep 2023 00:00:00 GMT

Jason Bay was a guest on Make It Happen Mondays hosted by John Barrows. In this episode, they talked about mulit-threading, the future of sales, outbound, and much more.

Connect with John Barrows and Wonderway.

Check out the show notes, more free content, and get coaching at https://OutboundSquad.com

John Barrows on the future of sales and how not to get replaced by AI

Tue, 29 Aug 2023 00:00:00 GMT

In this episode, John Barrows joins us to talk about the future of sales, the SDR/AE model, and how AI will start to replace parts of the selling process.

Connect with John Barrows and Wonderway.

Check out the show notes, more free content, and get coaching at https://OutboundSquad.com

From Prospecting to Proposal: How LinkedIn, Terminus, and Salesloft use video to land meetings and close more deals

Tue, 22 Aug 2023 00:00:00 GMT

This episode is the audio from our recent webinar on how to level up the buying experience from prospecting to proposal.

We were joined by Tyler Lessard from Vidyard.

Check out the show notes, more free content, and get coaching at https://OutboundSquad.com

The Art and Science of Sales Enablement: Tips and Tactics from ZoomInfo

Tue, 15 Aug 2023 00:00:00 GMT

This episode is the audio from our recent webinar on the art and science of sales enablement. We were joined by Hang Black, VP of Revenue Enablement at ZoomInfo. And Doug Hutton, EVP of Customer Experience at Corporate Visions.

Check out the show notes, more free content, and get coaching at https://OutboundSquad.com

Lessons from a first-time CRO with Jeff Bajorek

Tue, 08 Aug 2023 00:00:00 GMT

In this episode, Jeff Bajorek talks about his experience as a first-time senior sales leader.

Connect with Jeff Bajorek, Parabola Consulting and Orases.

Check out the show notes, more free content, and get coaching at https://OutboundSquad.com

3 sales sins that make deals take 40%+ longer to close

Tue, 01 Aug 2023 00:00:00 GMT

This episode is the audio from our recent webinar on sales sins that make deals take unnecessarily longer to close. We were joined by Carolyn Murray and Alex Mickle from ZoomInfo, and Belal Batrawy.

Check out the show notes, more free content, and get coaching at https://OutboundSquad.com

Steal this Framework to self-source 30%+ of your pipeline (without making hundreds of cold calls)

Tue, 25 Jul 2023 00:00:00 GMT

This episode is the audio from our recent webinar with Sales Hacker on AE Self-Sourcing. Jason shares a 3-part framework for helping you self-source 30%+ of your pipeline (without making hundreds of cold calls).

Check out the show notes, more free content, and get coaching at https://OutboundSquad.com

The best objection handling tactics you’ll watch in 2023

Tue, 18 Jul 2023 00:00:00 GMT

This episode is the audio from our recent webinar on objection handling. We were joined by Armand Farrokh from 30 Minutes To President's Club and Taylor O'Brien from Orum.

Check out the show notes, more free content, and get coaching at https://OutboundSquad.com.

"This isn’t a priority”—3 data-backed discovery tactics to never lose deals for this reason again

Tue, 11 Jul 2023 00:00:00 GMT

This episode is the audio from our recent webinar on discovery tactics to keep you from losing deals to status quo and no decision.

Check out the show notes, more free content, and get coaching at https://OutboundSquad.com

These (surprising) discovery tactics will help you win nearly all of your qualified opportunities

Tue, 04 Jul 2023 00:00:00 GMT

This episode is the audio from our recent webinar on nailing the discovery conversation. We were joined by Charles Kirkman & Kayla Prunier from ZoomInfo and Charles Muhlbauer from Alphasense.

Check out the show notes, more free content, and get coaching at https://OutboundSquad.com

How Orum’s enterprise AEs self-source 3-6 meetings every week

Tue, 27 Jun 2023 00:00:00 GMT

This episode is the audio from our recent webinar on how to self-source more pipeline as an Account Executive. We were joined by enterprise AE Avi Mesh and his Sales Director Daisy Chung from Orum.

Connect with Avi Mesh, Daisy Chung and Orum.

Check out the show notes, more free content, and get coaching at https://OutboundSquad.com

Kyle Coleman on AI, multi-threading, and the death of the SDR

Tue, 20 Jun 2023 00:00:00 GMT

In this episode, Kyle Coleman from Clari talks about AI in sales, the future (or death?) of the SDR role, and his perspective on the receiving end of multi-threading.

Connect with Kyle Coleman and Clari.

Check out the show notes, more free content, and get coaching at https://OutboundSquad.com.

Mark Kosoglow on multi-threading and running tight sales cycles

Tue, 13 Jun 2023 00:00:00 GMT

In this episode, Mark Kosoglow (CRO at Catalyst) talks about stage-based vs. meeting-based deal management, multi-threading, and much more.

Connect with Mark Kosoglow and Catalyst.

Check out the show notes, more free content, and get coaching at https://OutboundSquad.com.

ChatGPT and reducing buyer friction & bias with Kyle Asay

Tue, 06 Jun 2023 00:00:00 GMT

In this episode, Kyle Asay from MongoDB joins us to talk about the future of AI in sales, how he's leveraging ChatGPT with his team, and how to reduce buyer friction to win more deals.

Connect with Kyle Asay and MongoDB.

Check out the show notes, more free content, and get coaching at https://OutboundSquad.com.

Mindset hacks to crush your goals with 3x President’s Club winner Andy Mewborn

Tue, 30 May 2023 00:00:00 GMT

In this episode, Andy Mewborn joined us to talk building a personal brand, meta-learning, and a bunch more to help you become a world-class seller.

Connect with Andy Mewborn and Stealth Startup.

Check out the show notes, more free content, and get coaching at https://OutboundSquad.com.

Habits, building trust, and connecting to your buyers with Andrew Sykes

Tue, 23 May 2023 00:00:00 GMT

In this episode, Andrew Sykes founder of Habits at Work talks about the power of habits in sales, building trust with your customers, and much more.

Connect with Andrew Sykes and Habits at Work

Check out the show notes, more free content, and get coaching at https://OutboundSquad.com.

Impact of social life, efficiency hacks & prioritizing outbound for AEs | Monthly Round-up with Ethan & Jason

Tue, 16 May 2023 00:00:00 GMT

In this month's Monthly Roundup, Ethan Parker and Jason Bay unpack how your social life impacts your professional life, great habits to help you create more structure, how to prioritize outbound efforts as a full cycle AE, and more.

Check out the show notes, more free content, and get coaching at https://OutboundSquad.com

Steal ZoomInfo's objection handling framework

Tue, 09 May 2023 00:00:00 GMT

This episode is the audio from our recent webinar: Steal ZoomInfo's objection handling framework. We were joined by Arely Brattin & Dana Zimmerman from ZoomInfo, and Gerry Casaletto from Reveneer.

Check out the show notes, more free content, and get coaching at https://OutboundSquad.com.

Cold Calling: Ditch the gimmicks and steal this tried and true framework instead

Tue, 02 May 2023 00:00:00 GMT

This episode is the audio from our recent webinar on Cold Calling: Ditch the gimmicks and steal this tried and true framework instead. We were joined by Megan Huston from ZoomInfo and Colin Specter from Orum.

Check out the show notes, more free content, and get coaching at https://OutboundSquad.com.

How to prospect into Cybersecurity with Alice Shaff

Tue, 25 Apr 2023 00:00:00 GMT

In this episode, Alice Shaff (Global Head of Sales Development at Kiteworks) talks about how to prospect effectively with Cybersecurity roles.

Connect with Alice Shaff and Kiteworks.

Check out the show notes, more free content, and get coaching at https://OutboundSquad.com.

Introverts vs extroverts in sales, selling to your strengths, and much more | Guest Appearance

Tue, 18 Apr 2023 00:00:00 GMT

Jason was a guest on Rethink the Way You Sell podcast hosted by Jeff Bajorek. In this episode, they talked about introversion vs. extroversion in sales, confidence, selling to your strengths, and much more.

Connect with Jeff Bajorek and Parabola Consulting.

Check out the show notes, more free content, and get coaching at https://OutboundSquad.com

AE Self-Sourcing, Texting, and ChatGPT with John Weiler

Tue, 11 Apr 2023 00:00:00 GMT

In this episode, John Weiler from Path Robotics talks about AE self-sourcing, texting champions, and using ChatGPT to prospect.

Connect with John Weiler and Path Robotics.

Check out the show notes, more free content, and get coaching at https://OutboundSquad.com.

Controlling your emotions, multi-threading, and staying committed | Monthly Roundup with Ethan & Jason

Tue, 04 Apr 2023 00:00:00 GMT

Show notes

In this month's Monthly Roundup, Ethan Parker & Jason Bay unpack hacks on how to control your emotional state in an instant & eliminate call reluctance, how to maximize your reflection time and plan for hurdles to maximize productivity, and multi-threading to de-risk your deals.

Connect with Ethan and Jason on LinkedIn and Outbound Squad here.

Check out the show notes, more free content, and get coaching at https://OutboundSquad.com.

Building and scaling SDR teams | Guest Appearance

Tue, 28 Mar 2023 00:00:00 GMT

Ethan was a guest on The Talent Intelligence Podcast hosted by Alan McFadden. In this episode, they talked about best practices around setting up a coaching framework, coaching the coach, tech stacks, and more!

Connect with Alan McFadden and subscribe to The Talent Intelligence Podcast.

Check out the show notes, more free content, and get coaching at https://OutboundSquad.com.

Cold Calling - Steal this formula if you hate making mediocre cold calls with Belal Batrawy

Tue, 21 Mar 2023 00:00:00 GMT

Show notes

Belal Batrawy is a Salesforce Top Influencer. In this episode, we talked about mediocre cold calls, how to ask great questions, and more.

Connect with Belal on LinkedIn here.

Check out the show notes, more free content, and get coaching at https://OutboundSquad.com.

Is It Harder to Hit Quota Now or Has it Been Happening Already? | Guest Appearance

Tue, 14 Mar 2023 00:00:00 GMT

Show notes

Jason Bay was a guest on the Revenue Today podcast hosted by Jared Robin. In this episode, we talked about SDR Model, cold calling, and AI in sales.

Connect with Jared on LinkedIn and subscribe to Revenue Today podcast.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Cold calling & mindset | Guest Appearance

Tue, 07 Mar 2023 00:00:00 GMT

Show notes

Jason was a guest on the Sales Made Easy podcast hosted by Harry Spaight. In this episode, we talked about mindset, cold calling, and more.

Connect with Harry on LinkedIn and subscribe to the Sales Made Easy podcast here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Increase win rates using these timeless psychology principles with Mor Assouline

Tue, 28 Feb 2023 00:00:00 GMT

Show notes

Mor Assouline is the Founder of FDTC (From Demo To Close). In this episode, we talked about increasing win rates using some timeless psychology principles.

Connect with Mor on LinkedIn and FDTC.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Call reluctance, dealing with procrastination, cold calling hacks, and more | January Roundup with Ethan & Jason

Tue, 21 Feb 2023 00:00:00 GMT

Show notes

Every month, Jason and I share our best learnings, hacks, tips & tricks. We dig into outbound, sales, mindset, productivity, personal finances, mental health & more.

Connect with Ethan and Jason on LinkedIn and Outbound Squad here.

Resources mentioned in the episode:

Show Notes Page

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Self-sourcing pipeline as an Account Executive and CRUSH multi-threading | Guest Appearance

Tue, 14 Feb 2023 00:00:00 GMT

Show notes

Jason Bay was a guest on the SaaS Talks: From Lead to Close podcast hosted by Mor Assouline. In this episode, we talked about self-sourcing pipeline as an Account Executive and crushing multi-threading.

Connect with Mor on LinkedIn and FDTC.

Listen and subscribe to SaaS Talks: From Lead To Close podcast.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Jen Allen on the subtle art of multi-threading complex deals

Tue, 07 Feb 2023 00:00:00 GMT

Show notes

Jen Allen is a Community Growth Lead at Lavender. In this episode, Jen talks about the old way of selling: consensus to sell vs. consensus on the problem, how to know if you’re speaking with the right person, and multi-threading complex deals…looking for skepticism, problem consensus.

Connect with Jen on LinkedIn and Lavender here.

Resources mentioned in the episode:

Show Notes Page

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Udi Ledergor on Sales & Marketing Alignment Done Right

Tue, 31 Jan 2023 00:00:00 GMT

Show notes

Udi Ledergor is a CMO at Gong. In this episode, Udi talks about how to create world-class content, positioning, and the future of Gong.

Connect with Udi on LinkedIn and Gong here.

Resources mentioned in the episode:

Show Notes Page

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

AE self-sourcing with Charlotte Johnson

Tue, 24 Jan 2023 00:00:00 GMT

Show notes

Charlotte Johnson is an Account Executive at Salesloft. In this episode, Charlotte talks about blocking and tackling time for outbound, targeting within accounts, and outbound tips & tactics.

Connect with Charlotte on LinkedIn and Salesloft here.

Resources mentioned in the episode:

Show Notes Page

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

How to sell to CISOs and security professionals

Tue, 17 Jan 2023 00:00:00 GMT

Show notes

Ran Friedman is a Business Development Team Lead at Mend. Jonathan Ashkenazi is a Director of Partnership Development at Cynomi. Bruce Gibson is an AVP of Sales, Inside & Commercial at Ermetic. Jeff Ake is a Cybersecurity Solution Sales at iVision. In this episode, we talk about how to sell and prospect to CISOs, how to lead sales reps, and how to coach mentors.

Connect with Ran, Jonathan, Bruce, and Jeff on LinkedIn.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Ralph Barsi on how to be a world-class sales leader

Tue, 10 Jan 2023 00:00:00 GMT

Show notes

Ralph Barsi is a VP of Global Inside Sales at Tray.io. In this episode, Ralph talks about life lessons, ownership and being a leader, and how to run efficient meetings.

Connect with Ralph on LinkedIn and Tray.io here.

Resources mentioned in the episode:

Show Notes Page

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Quick hacks to personalize your outreach with Ethan Parker

Thu, 05 Jan 2023 00:00:00 GMT

Show notes

The question from the audience today is how you can personalize your outreach in a more repeatable way.

Connect with Ethan on LinkedIn here and Outbound Squad here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

What world-class marketing & sales alignment looks like

Tue, 03 Jan 2023 00:00:00 GMT

Show notes

Jack Gallo is a VP of Sales and Andy Keehn is a VP of Demand Generation at Prolifiq. In this episode, we talk about the alignment between marketing and sales, how to approach expansion into key accounts, and how the feedback loop could be improved between sales and marketing.

Connect with Jack and Andy on LinkedIn and Prolifiq here.

Resources mentioned in the episode:

Show Notes Page

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Prioritizing accounts and mastering demo follow ups with Ethan Parker & Nate Nasralla

Thu, 29 Dec 2022 00:00:00 GMT

Show notes

In this episode, we have a special guest, Nate Nasralla addressing questions from the audience for this week's Mail Bag edition. You'll get a 2 for 1 special, we cover strategies on prioritizing accounts for 2023 as well as how to master demo follow up emails.

Links to resources mentioned in the show below:

https://www.fluint.io/post/13-standout-mid-funnel-email-frameworks-you-should-steal-right-now

Connect with Nate on LinkedIn and check out his blog.

Connect with Ethan on LinkedIn and the Outbound Squad.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

How to sell to executives with Tim Harsch

Tue, 27 Dec 2022 00:00:00 GMT

Show notes

Tim Harsch is a CEO at Meltwater. In this episode, Tim talks about how you can speak to executives, the story behind Owler, and how insights-driven selling has transformed over the years.

Connect with Tim on LinkedIn here and Meltwater here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

How to troubleshoot & optimize your cold emails with Ethan Parker

Thu, 22 Dec 2022 00:00:00 GMT

Show notes

In this episode, we break down a question from the audience regarding how to troubleshoot cold emails. We also go into how you can decide what to work on based on those results.

Connect with Ethan on LinkedIn here and Outbound Squad here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Cyber security sales with Neil Saltman

Tue, 20 Dec 2022 00:00:00 GMT

Show notes

Neil Saltman is an Enterprise Account Executive at Armis. In this episode, Neil talks about CISOs and org. structure, how to stand out, and prospect do's and don’ts.

Connect with Neil on LinkedIn here and Armis here .

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

How to set yourself up for a killer 2023 with Ethan Parker

Thu, 15 Dec 2022 00:00:00 GMT

Show notes

In this episode, we cover 3 things you can do to set yourself up for a killer 2023.

Connect with Ethan on LinkedIn here and Outbound Squad here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Cold calling, self-improvement, and more with Brandon Bornancin

Tue, 13 Dec 2022 00:00:00 GMT

Show notes

Brandon Bornancin is the CEO and Founder of Seamless.ai. In this episode, Brandon talks about his backstory from janitor to millionaire, improving 1% every day, and cold calling.

Connect with Brandon on LinkedIn here and Seamless.ai here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

How to set yourself up for a promotion to AE as an SDR with Ethan Parker

Thu, 08 Dec 2022 00:00:00 GMT

Show notes

In this episode, we break down how an SDR can set themselves up to be promoted to AE, as well as some tips on how to make that transition easier.

Connect with Ethan on LinkedIn here and Outbound Squad here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Jed Mahrle on email deliverability and building an outbound team from scratch

Tue, 06 Dec 2022 00:00:00 GMT

Show notes

Jed Mahrle is the Head of Outbound Sales at Mailshake. In this episode, Jed talks about email deliverability best practices, and building outbound ICPs.

Connect with Jed on LinkedIn here and Mailshake here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

How to structure your day/week as an SDR with Ethan Parker

Thu, 01 Dec 2022 00:00:00 GMT

Show notes

In this episode, we address a question from the audience: "How to structure my day as an SDR" - we do a deep dive into time management that will help you set your week up for success.

Connect with Ethan on LinkedIn here and Outbound Squad here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Same Side Selling with Ian Altman

Tue, 29 Nov 2022 00:00:00 GMT

Show notes

Ian Altman is a Founder at Same Side Selling Academy. In this episode, Ian talks about how to get on the same side as the buyer, getting to the truth faster, and asking better questions.

Connect with Ian on LinkedIn here and Same Side Selling Academy here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

How to transition from SDR to AE with Rod Baptista

Thu, 24 Nov 2022 00:00:00 GMT

Show notes

In this episode, Rod Baptista, AE at ZoomInfo shares some golden nuggets around his transition from rockstar SDR to superstar AE.

Connect with Rod on LinkedIn here, Ethan on LinkedIn here, and Outbound Squad here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

How to benchmark, grow, and scale sales development teams with Sarah Hicks

Tue, 22 Nov 2022 00:00:00 GMT

Show notes

Sarah Hicks is a Head of Coaching at Predictable Revenue. In this episode, Sarah talks about what to do if you're scaling for the first time, how to create benchmarks, variables, and comm plans, and what to do if you're trying to scale and it's not working.

Connect with Sarah on LinkedIn here and Predictable Revenue here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

How to maximize marketing events for sales ops & your personal brand with Sean Paulseth

Thu, 17 Nov 2022 00:00:00 GMT

Show notes

In this episode, we have the SVP of Sales and Partnerships at Wedge, Sean Paulseth, on the show. Sean shares how he's been leveraging roundtables, conferences, webinars, etc in order to maximize lead generation as well as leveraging those for content during sales cycles and his personal brand.

Connect with Sean on LinkedIn here, Ethan on LinkedIn here, and Outbound Squad here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Learnings from 25,000 meetings booked across 2.5M cold calls with Eric Watkins

Tue, 15 Nov 2022 00:00:00 GMT

Show notes

Eric Watkins is a President at Abstrakt Marketing Group. In this episode, Eric talks about how to get a decision-maker on the phone, what's the ideal length of a cold call, scaling messaging, running call centers, and more.

Connect with Eric on LinkedIn here and Abstrakt Marketing Group here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

How to never get stuck behind one MPOC again with Ethan Parker

Thu, 10 Nov 2022 00:00:00 GMT

Show notes

In this episode, we have a question from the audience around what to do when you're stuck behind a champion who isn't moving the needle enough and when it's appropriate to go around them.

Want us to address your question on an upcoming episode? You can submit them at the link below - you'll always stay anonymous:

https://outboundsquad.com/mail

Connect with Ethan on LinkedIn here and Outbound Squad here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Anthony Iannarino on Leading Growth

Tue, 08 Nov 2022 00:00:00 GMT

Show notes

Anthony Iannarino is an Author, Keynote Speaker, & Sales leader at The Sales Blog. In this episode, Anthony talks about the lack of training for sales leaders, getting your team bought into a bigger mission and vision, and creating a culture of accountability.

Connect with Anthony on LinkedIn here and The Sales Blog here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

How to plan your territory like a pro with Ethan Parker

Thu, 03 Nov 2022 00:00:00 GMT

Show notes

The question from the audience this week was, "what is the best way to go about territory planning when moving into a new role?" Want us to address your question on an upcoming episode? You can submit them at the link below - you'll always stay anonymous:

https://outboundsquad.com/mail

Connect with Ethan on LinkedIn here and Outbound Squad here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

From SDR to AE in 9 months with Anthony Natoli

Tue, 01 Nov 2022 00:00:00 GMT

Show notes

Anthony Natoli is a Strategic Account Executive at Lattice. In this episode, Anthony talks about his journey from SDR to AE, prospecting as an AE, and mental health.

Connect with Anthony on LinkedIn here and Lattice here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

How to more systematically leverage SMS for prospecting with Ethan Parker

Thu, 27 Oct 2022 00:00:00 GMT

Show notes

In this episode, we have a question from the audience about how SMS can be incorporated into their outreach strategy.

Connect with Ethan on LinkedIn here and Outbound Squad here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

The SDR Manager’s Survival Guide with Gabrielle Blackwell

Tue, 25 Oct 2022 00:00:00 GMT

Show notes

Gabrielle Blackwell is the Strategic Business Development Manager of Airtable. In this episode, Gabrielle talks about using data to develop an action plan, building a great team culture, community, “collect spirit”, and authentic leadership.

Connect with Gabrielle on LinkedIn here and Airtable here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

How to go from 'nice to have' to 'need to have' with Ethan Parker

Thu, 20 Oct 2022 00:00:00 GMT

Show notes

In this episode, Ethan, Jason, and Brendan address a question from the audience around how to go from a "nice to have" to a "need to have" in order to drive more urgency.

Connect with Ethan on LinkedIn here and Outbound Squad here.

Resources mentioned in the episode:

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Pipeline point system, cold calling, and more with Trent Dressel

Tue, 18 Oct 2022 00:00:00 GMT

Show notes

Trent Dressel is a Senior Account Executive at Qualtrics. In this episode, Trent talks about pipeline health, self-development, and cold calling.

Connect with Trent on LinkedIn here and Qualtrics here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

5x5: My favorite outbound strategy for AEs

Thu, 13 Oct 2022 00:00:00 GMT

Show notes

In this solo episode, Jason talks about his favorite outbound strategy for AEs.

Connect with Jason on LinkedIn and Blissful Prospecting here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Cold calling executives with Michael Neme

Tue, 11 Oct 2022 00:00:00 GMT

Show notes

Michael Neme is the Owner of Midwest Consulting. In this episode, Michael talks about finding problems within organizations, landing meetings with executives, and why prospects don’t have to like you.

Connect with Michael on LinkedIn here and Midwest Consulting here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

I stole 7 outbound strategies from top reps in SaaS

Thu, 06 Oct 2022 00:00:00 GMT

Show notes

In this solo episode, Jason talks about 7 outbound strategies he stole from top reps in SaaS.

Connect with Jason on LinkedIn and Blissful Prospecting here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Why you should reconsider BANT with Shruti Kapoor

Tue, 04 Oct 2022 00:00:00 GMT

Show notes

Shruti Kapoor is the CEO at Wingman. In this episode, Shruti talks about BANT, qualification questions (and the impact on win rates), and the impact of BANT.

Connect with Shruti on LinkedIn here and Wingman here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Cold Calling: How to handle "We're using your competitor"

Thu, 29 Sep 2022 00:00:00 GMT

Show notes

In this solo episode, Jason talks about how to handle the "We're using your competitor" objection during a cold call.

Connect with Jason on LinkedIn and Blissful Prospecting here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Demos, champion enablement, and buyer turnoffs with Grace Tyson

Tue, 27 Sep 2022 00:00:00 GMT

Show notes

Grace Tyson is the VP of Sales at Reprise. In this episode, Grace talks about how the B2B buying process is merging with the B2C buying process, leading with tailored product experiences to land meetings, and how to leverage this during discovery.

Connect with Grace on LinkedIn here and Reprise here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Dealing with anxiety? Try this.

Thu, 22 Sep 2022 00:00:00 GMT

Show notes

In this solo episode, Jason talks about some ways to deal with anxiety.

Connect with Jason on LinkedIn and Blissful Prospecting here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Painful sales leadership lessons with Sunil Kumar

Tue, 20 Sep 2022 00:00:00 GMT

Show notes

Sunil Kumar is the CEO and Founder of TrainYo. In this episode, Sunil talks about making onboarding more impactful, catering to rep’s learning styles, and removing rigidity around activity targets.

Connect with Sunil on LinkedIn here and TrainYo here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Job hunting? Use this strategy to skip to the front of the line

Thu, 15 Sep 2022 00:00:00 GMT

Show notes

In this solo episode, Jason talks about a strategy to skip to the front of the line while job hunting.

Connect with Jason on LinkedIn and Blissful Prospecting here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Selling at a scrappy startup with Greg Reffner

Tue, 13 Sep 2022 00:00:00 GMT

Show notes

Greg Reffner is the CEO at Abstrakt. In this episode, Greg talks about how to manage up and say “no”, prioritization, time management, and organization.

Connect with Greg on LinkedIn here and Abstrakt here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Discovery tip: Win rates increase by 127% when the prospect's webcam is on

Thu, 08 Sep 2022 00:00:00 GMT

Show notes

In this solo episode, Jason talks about how win rates increase by 127% when the prospect's webcam is on.

Connect with Jason on LinkedIn and Blissful Prospecting here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Steal this cold email formula for double digit reply rates with Florin Tatulea

Tue, 06 Sep 2022 00:00:00 GMT

Show notes

Florin Tatulea is the Director of Sales Development at Plato. In this episode, Florin talks about templates vs. frameworks.

Connect with Florin on LinkedIn here and Plato here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Discovery tip: Multi-threading to increase win rates

Thu, 01 Sep 2022 00:00:00 GMT

Show notes

In this solo episode, Jason talks about how multi-threading can increase win rates.

Connect with Jason on LinkedIn and Blissful Prospecting here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Landing meetings WITHOUT pitching your solution with Rod Baptista from ZoomInfo

Tue, 30 Aug 2022 00:00:00 GMT

Show notes

Rod Baptista is a Sr. Enterprise Outbound SDR in ZoomInfo. In this episode, Rod talks about preparing for your cold call, reverse-engineering your solution, and executing a world-class cold call.

Connect with Rod on LinkedIn here and ZoomInfo here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Social Proof: Improve your cold calls with this simple hack

Thu, 25 Aug 2022 00:00:00 GMT

Show notes

In this solo episode, Jason talks about how to improve your cold calls with this simple hack: social proof.

Connect with Jason on LinkedIn and Blissful Prospecting here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

MEDDPICC Master Class with David Weiss

Tue, 23 Aug 2022 00:00:00 GMT

Show notes

David Weiss is the Head of Sales at LeaseUp. In this episode, David talks about what MEDDPICC is and isn’t, how it’s evolved, and how to implement it.

Connect with David on LinkedIn here and LeaseUp here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Cold Calling: How to avoid getting shut down in the first 30 seconds

Thu, 18 Aug 2022 00:00:00 GMT

Show notes

In this solo episode, Jason talks about how to avoid getting shut down in the first 30 seconds of a cold call.

Connect with Jason on LinkedIn and Blissful Prospecting here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

From cold to warm calling with Tom Slocum

Tue, 16 Aug 2022 00:00:00 GMT

Show notes

Tom Slocum is a VP of Sales at TrainYo. In this episode, Tom talks about the power of slowing down, securing the next step, and leading with confidence vs. fear.

Connect with Tom on LinkedIn here and TrainYo here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

How much time should you spend prospecting? The 10% rule.

Thu, 11 Aug 2022 00:00:00 GMT

Show notes

In this solo episode, Jason talks about how much time you should spend prospecting. The 10% rule.

Connect with Jason on LinkedIn and Blissful Prospecting here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Knowing vs. doing: What it takes to be a top performer with Jeff Bajorek

Tue, 09 Aug 2022 00:00:00 GMT

Show notes

Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episode, Jeff talks about confidence, commitment, and curiosity.

Connect with Jeff on LinkedIn here and Parabola Consulting here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

The proper way to talk shit about your competitors

Thu, 04 Aug 2022 00:00:00 GMT

Show notes

In this solo episode, Jason talks about the proper way to talk shit about your competitors.

Connect with Jason on LinkedIn and Blissful Prospecting here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Objections: Increase your closing rate by looking for trouble

Tue, 02 Aug 2022 00:00:00 GMT

Show notes

This is an audio excerpt from a webinar with Nick Cegelski from 30-Minutes to President's Club and Kolby Martineau from ZoomInfo/Chorus.ai.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Do this if your prospect is looking at competitors

Thu, 28 Jul 2022 00:00:00 GMT

Show notes

In this solo episode, Jason talks about what to do if your prospect is looking at competitors.

Connect with Jason on LinkedIn and Blissful Prospecting here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Sam Mckenna on booking meetings without cold calling

Tue, 26 Jul 2022 00:00:00 GMT

Show notes

Samantha Mckenna is a Founder at SamsSales Consulting. In this episode, Samantha talks to us about minding your sales manners, doesn’t like cold calling, and active listening.

Connect with Samantha on LinkedIn here and SamsSales Consulting here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 212: [recession series] How to maintain your confidence during uncertain times

Thu, 21 Jul 2022 00:00:00 GMT

Show notes

In this solo episode, Jason talks about the ways to maintain your confidence during uncertain times.

Connect with Jason on LinkedIn and Blissful Prospecting here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 211: Kevin Dorsey on modern SaaS sales leadership

Tue, 19 Jul 2022 00:00:00 GMT

Show notes

Kevin Dorsey is a Consultant & Advisor at Winning by Design and host of the Live Better Sell Better podcast. In this episode, Kevin talks to us about Identifying your blind spots, how to diagnose your rep’s problems to prioritize your time, and coaching vs. training vs. teaching vs. telling.

Connect with Kevin on LinkedIn her e and Winning by Design here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 210: [Recession Series] How to grow during a decline with Moeed Amin

Thu, 14 Jul 2022 00:00:00 GMT

Show notes

Moeed Amin is the Director and Founder of Proverbial Door. In this episode, Moeed talks to us about preparing for a recession, helping buyers see around corners, and thriving during a recession.

Connect with Moeed on LinkedIn here and Proverbial Door here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 209: Debunking common sales “best practices” with Moeed Amin

Tue, 12 Jul 2022 00:00:00 GMT

Show notes

Moeed Amin is the Director and Founder of Proverbial Door. In this episode, Moeed talks to us about misconceptions about insight selling, debunking “best practice” sales techniques, and recession-proofing your sales approach.

Connect with Moeed on LinkedIn here and Proverbial Door here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 208: [recession series] 7 strategies to grow through a recession

Thu, 07 Jul 2022 00:00:00 GMT

Show notes

In this solo episode, Jason talks about 7 strategies to grow through a recession.

Connect with Jason on LinkedIn and Blissful Prospecting here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 207: Marcus Chan on P.O.W.E.R.F.U.L. Discovery

Tue, 05 Jul 2022 00:00:00 GMT

Show notes

Marcus Chan is the President and Founder of Venli Consulting Group. In this episode, Marcus talks to us about pulling the thread to chunk down, “Run things by another decision-maker”, and handling typical stalls.

Connect with Marcus on LinkedIn here and Venli Consulting Group here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 206: [solo episode] You need a 6-12+ month runway

Thu, 30 Jun 2022 00:00:00 GMT

Show notes

In this solo episode, Jason talks about the importance of having a 6-12+ month runway.

Connect with Jason on LinkedIn and Blissful Prospecting here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 205: Data-driven sales leadership with Kyle Vamvouris

Tue, 28 Jun 2022 00:00:00 GMT

Show notes

Kyle Vamvouris is the CEO of Vouris. In this episode, Kyle talks to us about how to diagnose the problem, benchmarking against industry standard, and how to tackle fixing it.

Connect with Kyle on LinkedIn here and Vouris here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 204: [solo episode] "So what do you guys do?"

Thu, 23 Jun 2022 00:00:00 GMT

Show notes

In this solo episode, Jason talks about how to answer the most common question you'll get during a cold call: "So what do you guys do?"

Connect with Jason on LinkedIn and Blissful Prospecting here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 203: CEO & Founder of ZoomInfo, Henry Schuck

Tue, 21 Jun 2022 00:00:00 GMT

Show notes

Henry Schuck is the Founder and CEO of ZoomInfo. In this episode, Henry talks to us about his productivity habits,
how he makes hard decisions, and his likes/dislikes as a prospect.

Connect with Henry on LinkedIn here and ZoomInfo here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 202: [solo episode] How to cure your call reluctance

Thu, 16 Jun 2022 00:00:00 GMT

Show notes

In this solo episode, Jason talks about call reluctance and how to work through it.

Connect with Jason on LinkedIn and Blissful Prospecting here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 201: Social selling with Alex Boyd

Tue, 14 Jun 2022 00:00:00 GMT

Show notes

Alex Boyd is the Founder and CEO of RevenueZen. In this episode, Alex talks to us about social selling, misconceptions, principles of great social selling, and how-to tactics and strategies.

Connect with Alex on LinkedIn here and RevenueZen here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 200: [solo episode] Why regret is a good thing (and how to use it as a motivator)

Thu, 09 Jun 2022 00:00:00 GMT

Show notes

In this solo episode, Jason talks about the power of regret. And how regret can be used as a powerful way to motivate yourself and create behavior change.

Connect with Jason on LinkedIn and Blissful Prospecting here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 199: Knowing vs. doing: How to close the gap with Jordan Zeldin and Jonathan Mahan

Tue, 07 Jun 2022 00:00:00 GMT

Show notes

Jordana Zeldin and Jonathan Mahan are Co-Founders of The Practice Lab. In this episode, Jordana and Jonathan talk to us about applying principles from successful people outside of sales, the missed opportunity of not practicing, and how to practice.

Connect with Jordana and Jonathan on LinkedIn and The Practice Lab here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 198: [7-Figure Series] Reverse engineering three multi-million dollar deals

Thu, 02 Jun 2022 00:00:00 GMT

Show notes

Jamal Reimer is the Founder of Mega Deal Secrets.

Brandon Fluharty is the Founder of Be Focused. Live Great.

Ian Koniak is the Founder & President of Ian Koniak Sales Coaching.

This is an audio excerpt from a 3-part webinar series, Earning 7-Figures. In part 3, we guys reverse engineer deals they've closed ranging from $6M to $50M+.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 197: Cold email breakdowns with Will Allred

Tue, 31 May 2022 00:00:00 GMT

Show notes

Will Allred is the Co-Founder and COO at Lavender. In this episode, Will talks to us about the framework behind a great cold email, what the data supports, and we'll break down some emails.

Connect with Will on LinkedIn here and Lavender here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 196: [7-Figure Series] Breaking through and landing the meeting

Thu, 26 May 2022 00:00:00 GMT

Show notes

Jamal Reimer is the Founder of Mega Deal Secrets.

Brandon Fluharty is the Founder of Be Focused. Live Great.

Ian Koniak is the Founder & President of Ian Koniak Sales Coaching.

This is an audio excerpt from a 3-part webinar series, Earning 7-Figures. In part 2, we talk about landing the meeting and what it takes to break through to the C-suite.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 195: Pushing against the status quo with Maria Bross

Tue, 24 May 2022 00:00:00 GMT

Show notes

Maria Bross is a Director of Sales Development at Revenue.io. In this episode, Maria talks to us about finding and leading with insights, challenging prospects, and getting prospects to lower their guard.

Connect with Maria on LinkedIn here and Revenue.io.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 194: [7-Figure Series] Crossing the chasm

Thu, 19 May 2022 00:00:00 GMT

Show notes

Jamal Reimer is the Founder of Mega Deal Secrets.

Brandon Fluharty is the Founder of Be Focused. Live Great.

Ian Koniak is the Founder & President of Ian Koniak Sales Coaching.

This is an audio excerpt from a 3-part webinar series, Earning 7-Figures. In part 1, we talk about crossing the chasm from earning 6-figures to 7-figures.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 193: Winning the relationship, not the deal with Casey Jacox

Tue, 17 May 2022 00:00:00 GMT

Show notes

Casey Jacox is a Motivational Speaker & Executive Coach at Limitless Minds. In this episode, Casey talks to us about curiosity & listening, ditching your ego, and vulnerability vs fear.

Connect with Casey on LinkedIn here and Limitless Minds.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 192: Steal ZoomInfo's Cold Calling Formula

Thu, 12 May 2022 00:00:00 GMT

Show notes

Rod Baptista is one of the top SDRs at ZoomInfo. And Theisen Chang was one of their first 10 SDR hires.

This is an audio excerpt from a webinar we did with ZoomInfo. We unpacked the cold calling formula one of their reps used to book 27 meetings in one day!

Connect with Rod Baptista, Theisen Chang, and ZoomInfo here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 191: Elite sales strategies with Anthony Iannarino

Tue, 10 May 2022 00:00:00 GMT

Show notes

Anthony Iannarino is a Keynote Speaker & Workshop Facilitator at The Sales Blog. In this episode, Anthony talks to us about modern vs. legacy sales approach, what it means to be one-up instead of one-down, and some Van Halen.

Connect with Anthony on LinkedIn here and The Sales Blog here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 190: 80%+ reply rates using videos with Melissa Gaglione

Tue, 03 May 2022 00:00:00 GMT

Show notes

Melissa Gaglione is an Account Executive at LivePerson. In this episode, Melissa talks about how she went from on-air news report, her journey from an SDR to an AE, and her routines and habits.

Connect with Melissa on LinkedIn here and LivePerson here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 189: Ultimate guide to discovery with Ethan Parker

Tue, 26 Apr 2022 00:00:00 GMT

Show notes

Ethan Parker is the VP of Revenue at Altisales and also Head of Outbound Squad here at Blissful Prospecting. In this episode, Ethan talks to us about a roadmap for discovery, how to properly prep and run a discovery call, and deal with typical objections.

Connect with Ethan on LinkedIn here and Altisales here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 188: Personalizing your outreach with Nadja Komnenic

Tue, 19 Apr 2022 00:00:00 GMT

Show notes

Nadja Komnenic is the Head of Business Development at Lemlist. In this episode, Nadja talks to us about her journey from marketing to sales, finding the right personalization angle, and knowing when to automate.

Connect with Nadja on LinkedIn here and Lemlist here.

Resources mentioned in the episode:

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 187: Amy Franko on prospecting and being a better conversationalist

Tue, 12 Apr 2022 00:00:00 GMT

Show notes

Amy Franko is the Sales Strategy Consultant of Amy Franko Associates. In this episode, Amy talks to us about the importance of being a great conversationalist in your cold calls and how to be more process-oriented in your approach.

Connect with Amy on LinkedIn here and Amy Franko Associates here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 186: [Productivity Series] Metacognition: The key to world-class productivity

Tue, 05 Apr 2022 00:00:00 GMT

Show notes

In this episode, Jason digs into the productivity secrets of top-performing sales and business professionals.

Connect with Jason on LinkedIn here and Blissful Prospecting here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 185: [Productivity Series] Batching and cherry-picking

Tue, 29 Mar 2022 00:00:00 GMT

Show notes

In this episode, Jason digs into the productivity secrets of top performing sales and business professionals.

Connect with Jason on LinkedIn here and Blissful Prospecting here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 184: [Productivity Series] Cognitive Load Theory: How your overloaded brain is making you dumb

Tue, 22 Mar 2022 00:00:00 GMT

Show notes

In this episode, Jason digs into the productivity secrets of top-performing sales and business professionals.

Connect with Jason on LinkedIn here and Blissful Prospecting here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 183: Business acumen, challenging prospects, and insight sharing with Jason Roussell

Tue, 15 Mar 2022 00:00:00 GMT

Show notes

Jason Roussell is a Major Accounts District Manager at ADP. In this episode, Jason talks about what has made him so successful in his role at ADP.

Connect with Jason on LinkedIn here and ADP here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 182: Reverse engineering two enterprise closed deals with Oliver Bloom

Tue, 08 Mar 2022 00:00:00 GMT

Show notes

Oliver Bloom is an Enterprise Account Executive at Talkwalker. In this episode, Oliver reverse engineers how he prospected and closed two of his bigger enterprise deals.

Connect with Oliver on LinkedIn here and Talkwalker here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 181: Event prospecting with Sean Paulseth

Tue, 01 Mar 2022 00:00:00 GMT

Show notes

Sean Paulseth is a VP of Sales & Partnerships at Wedge. In this episode, Sean shares his approach for prospecting around both in-person and virtual events.

Connect with Sean on LinkedIn here and Wedge here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 180: Anita Nielsen on how to get in your prospect's minds

Tue, 22 Feb 2022 00:00:00 GMT

Show notes

Anita Nielsen is the Owner and President of LDK Advisory Services. In this episode, Anita and I talk about the psychology of selling. We get practical with how you can apply basic psychology principles and prospect and sell more effectively.

Connect with Anita on LinkedIn and LDK Advisory Services here .

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 179: The 4-day workweek with Robert Yuen

Tue, 15 Feb 2022 00:00:00 GMT

Show notes

Robert Yuen is the CEO of Monograph. In this episode, Robert and I talk about how he has successfully rolled out a 4-day workweek across his entire sales team.

Connect with Robert on LinkedIn here and Monograph here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 178: Howard Brown on psychology, communications, and the future of conversational intelligence

Tue, 08 Feb 2022 00:00:00 GMT

Show notes

Howard Brown is the Founder and CEO of Revenue.io. In this episode, Howard and I talk about attachment styles, fear, anxiety, motivation, and much more.

Connect with Howard on LinkedIn and Revenue.io here .

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 177: Skip Miller on outbounding to executives

Tue, 01 Feb 2022 00:00:00 GMT

Show notes

Skip Miller is the President of M3 Learning. In this episode, Skip talks about how to outbound to executives and above-the-line buyers.

Connect with Skip on LinkedIn here and M3 Learning Boost here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 176: Learnings from sending 2M+ cold emails with Joel Graber

Tue, 25 Jan 2022 00:00:00 GMT

Show notes

Joel Graber is the Founder and CEO at Modern Outbound. In this episode, Joel shares what he's learned sending over 2M cold emails for his clients at Modern Outbound.

Connect with Joel on LinkedIn here and Modern Outbound here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 175: Unorthodox lead generation with AJ Cassata

Tue, 18 Jan 2022 00:00:00 GMT

Show notes

AJ Cassata is a Founder & Director of Sales Training at Revenue Boost. In this episode, AJ shares his journey in B2B sales and becoming the founder of Revenue Boost. We talk unorthodox ways he's helping his clients land meetings and review an email with a 20%+ reply rate.

Connect with AJ on LinkedIn here. Join AJ's Facebook community here and work with AJ here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 174: How 7-figure earner Brandon Fluharty sells

Tue, 11 Jan 2022 00:00:00 GMT

Show notes

Brandon Fluharty is the VP of Strategic Account Solutions at LivePerson. In this episode, Brandon talks about his journey becoming a 7-figure earner in sales. He shares his morning routine, key habits, how he's overcome imposter syndrome, and much more.

Connect with Brandon on LinkedIn here and LivePerson here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 173: Sales DNA and traits of successful reps with Alex McNaughten

Tue, 04 Jan 2022 00:00:00 GMT

Show notes

Alex McNaughten is a Founder and Leadership Coach at Sales Leaders. In this episode, Alex talks about the inherent traits of successful sales reps.

Connect with Alex on LinkedIn here and Sales Leaders here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 172: Customer connection campaigns and customer service-oriented outbound with Jason Serota

Tue, 28 Dec 2021 00:00:00 GMT

Show notes

Jason Serota is the Head of Growth Business Development in North America at Adobe. In this episode, Jason shares the outbound strategy that has exploded growth at Adobe.

Connect with Jason on LinkedIn here and Adobe here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 171: Intent data and personalizing the outbound journey with Alex Austin

Tue, 21 Dec 2021 00:00:00 GMT

Show notes

Alex Austin is a Director of Global Business Development at Media Effect. In this episode, Alex shares more on his backstory coming from a marketing role, using smarter sequencing, and cutting through the clutter.

Connect with Alex on LinkedIn here and Media Effect here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 170: Earning 7-figures, #1 Salesforce rep, landing $100M in career sales with Ian Koniak

Tue, 14 Dec 2021 00:00:00 GMT

Show notes

Ian Koniak is the Founder and President of Ian Koniak Sales Coaching. In this episode, Ian shares the story, mindset, and the frameworks behind what it takes to earn 7-figures in sales.

Connect with Ian on LinkedIn here and Ian Koniak Sales Coaching here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 169: Cold Calling: How to nail the first 7 seconds with Chris Beall

Tue, 07 Dec 2021 00:00:00 GMT

Show notes

Chris Beall is the CEO of Connect&Sell. In this episode, Chris shares with us a framework to nail the first 7 seconds of our cold calls. It's based off of the 60M+ calls and 3M conversations that Connect&Sell has every year running through their platform.

Connect with Chris on LinkedIn here and Connect&Sell here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 168: LEADERS SERIES EP 11 - Leading from the back with SDR Manager John Weiler

Tue, 30 Nov 2021 00:00:00 GMT

Show notes

John Weiler is an SDR Manager at Path Robotics. In this episode, Jason talks to one of his clients about leadership. John does a tremendous job of leading his SDR team and shares a ton of takeaways in this one.

Connect with John on LinkedIn here and Path Robotics here.

This episode is brought to you by Outplay. Visit here for a 20% off Black Friday special.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 167: The Recap: Challenging your prospects

Thu, 25 Nov 2021 00:00:00 GMT

Show notes

Ethan Parker is the Head of Sales at Altisales. In this episode, Ethan Parker and Jason Bay go behind the scenes to talk about what they're working on right now. They reflect on their week, share important lessons from work they're doing with clients, and talk about what they're learning in Outbound Squad.

Connect with Ethan on LinkedIn here and Altisales here.

This episode is brought to you by Outplay. Visit here for a 20% off Black Friday special.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 166: SKILLS SERIES: Tonality in your cold calls

Tue, 23 Nov 2021 00:00:00 GMT

Show notes

In this Skills Series episode, I talk about the importance of tonality in your cold calls.

This episode is brought to you by Outplay. Visit here for a 20% off Black Friday special.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 165: SKILLS SERIES: Don't like to prospect? Listen to this episode.

Thu, 18 Nov 2021 00:00:00 GMT

Show notes

In this Skills Series episode, I share what to do if you don't like prospecting.

This episode is brought to you by Outplay. Visit here for a 20% off Black Friday special.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 164: SKILLS SERIES: The perfect cold call opener

Tue, 16 Nov 2021 00:00:00 GMT

Show notes

In this Skills Series episode, I share the perfect cold call opener.

This episode is brought to you by Outplay. Visit here for a 20% off Black Friday special.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 163: SKILLS SERIES: Decisions vs. outcomes

Thu, 11 Nov 2021 00:00:00 GMT

Show notes

In this Skills Series episode, I talk about the importance of separating decisions from outcomes.

This episode is brought to you by Outplay. Visit here for a 20% off Black Friday special.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 162: Bulletproof Selling with Shawn Rhodes

Tue, 09 Nov 2021 00:00:00 GMT

Show notes

Shawn Rhodes is the Chief Sales Sergeant at Bulletproof Selling. In this episode, Shawn shares his 3 Ms outbound framework (movement, method, message) and why "hope" is not a great sales strategy.

Connect with Shawn on LinkedIn here and Bulletproof Selling here.

This episode is brought to you by Outplay. Visit here for a 20% off Black Friday special.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 161: The Recap: Cold Facetiming, good vs. bad sales content, LinkedIn polls

Tue, 02 Nov 2021 00:00:00 GMT

Show notes

Connect with Ethan on LinkedIn here and Altisales here.

This episode is brought to you by Outplay. Visit here for a 20% off Black Friday special.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 160: The Recap: Running out of time in sales calls, splitting the ambivalence, quality vs. quantity

Tue, 26 Oct 2021 00:00:00 GMT

Show notes

Ethan Parker is the Head of Sales at Altisales. In this episode, Ethan Parker and Jason Bay go behind the scenes to talk about what they're working on right now. They reflect on their week, share important lessons from the client work they're doing, and talk about what they're learning in Outbound Squad.

Connect with Ethan on LinkedIn here and Altisales here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 159: The Recap: "We already do that," familiarity in outbound, pitching too soon in discovery, and much more

Tue, 19 Oct 2021 00:00:00 GMT

Show notes

Ethan Parker is the Head of Sales at Altisales. In this episode, Ethan Parker and Jason Bay go behind the scenes to talk about what they're working on right now. They reflect on their week, share important lessons from the client work they're doing, and talk about what they're learning in Outbound Squad.

Connect with Ethan on LinkedIn here and Altisales here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 158: Cold Calling - Steal this formula if you hate making mediocre cold calls with Belal Batrawy

Tue, 12 Oct 2021 00:00:00 GMT

Show notes

Belal Batrawy is the Head of GTM & Customer Evangelism at GTM Buddy. This is the audio version of a training with Belal Batrawy on cold calling. He talks about his Mic Drop Method for cold call intros, asking smart questions, and being more customer-centric in your approach.

Connect with Belal on LinkedIn here and GTM Buddy here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 157: The Recap: Preventing Burnout, Inbound vs. Outbound, Discovery, Listening Skills, and much more

Tue, 05 Oct 2021 00:00:00 GMT

Show notes

Ethan Parker is the Head of Sales at Altisales. In this episode, Ethan Parker and I go behind the scenes to talk about what they're working on right now. They reflect on their week, share important lessons from the client work they're doing, and talk about what they're learning in Outbound Squad.

Connect with Ethan on LinkedIn here and Altisales here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 156: LEADERS SERIES EP 10 - Karen Kelly on being a world-class sales coach

Tue, 28 Sep 2021 00:00:00 GMT

Show notes

Karen Kelly is a Sales Coach and the CEO of K2 Performance Consulting. In this episode, Karen shares how to become a world-class sales coach so you can deliver better results with your team.

Connect with Karen on LinkedIn here and K2 Performance Consulting here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 155: SALES RANTS: Confidence and finding impact during discovery with Jeff Bajorek

Tue, 21 Sep 2021 00:00:00 GMT

Show notes

Jeff Bajorek is a Podcast Host and a Consultant at Parabola Consulting. In this episode, Jeff and I dig into confidence and the key element missing in most discovery calls.

Connect with Jeff on LinkedIn here and Parabola Consulting here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 154: SALES RANTS: Mark Hunter on "just checking in" and combining phone/email

Tue, 14 Sep 2021 00:00:00 GMT

Show notes

Mark Hunter is "The Sales Hunter". In this episode, Mark and I dig into follow up and using the phone to enhance your email results.

Connect with Mark on LinkedIn here and The Sales Hunter here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 153: SALES RANTS: Finding your "why", planning for the unexpected, and more with Jeff Bajorek

Tue, 07 Sep 2021 00:00:00 GMT

Show notes

Jeff Bajorek is a Podcast Host and a Consultant at Parabola Consulting. In this episode, Jeff and I dig into these four topics: finding your "why", planning for the unexpected, having fun in meetings, and reverse engineering success.

Connect with Jeff on LinkedIn here and Parabola Consulting here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 152: Leslie Venetz on enterprise prospecting

Tue, 31 Aug 2021 00:00:00 GMT

Show notes

Leslie Venetz is the Head of Sales at Procurement Leaders. In this episode, Leslie tells us everything we need to know about enterprise prospecting. We dig into the mindset, the approach, and how to leverage actionable insights to land meetings with the C-suite.

Connect with Leslie on LinkedIn here and Procurement Leaders here .

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 151: Steal this discovery call formula if you hate getting ghosted with Meghann Misiak

Tue, 24 Aug 2021 00:00:00 GMT

Show notes

Meghann Misiak is the Founder of The Path to President's Club. This is an audio excerpt from a webinar Meghann and I did together on discovery and how to properly approach the process from start to finish.

Connect with Meghann on LinkedIn here and The Path to President's Club here .

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 150: Belal Batrawy on sales psychology top reps use to book more meetings and close more sales

Tue, 17 Aug 2021 00:00:00 GMT

Show notes

Belal Batrawy is a SaaS Startup Advisor at Death to Fluff. This is an audio excerpt from a webinar Belal and I did together on sales psychology. We talked about how to use social bidding, the forgetting curve, and loss aversion to land more meetings and close more deals.

Connect with Belal on LinkedIn here and Death to Fluff here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 149: Kristina Finseth on mastery of channels when prospecting

Tue, 10 Aug 2021 00:00:00 GMT

Show notes

Kristina Finseth is a Director of Growth Marketing at Interseller. In this episode, Kristina is back again to talk about the importance of mastering every channel, knowing your prospect's problems, and creating repeatability in your outbound motion.

Connect with Kristina on LinkedIn here and Interseller here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 148: SALES RANTS: Working the bottom of your funnel first, rejection, working in bite-sized projects, and limiting procrastination with Jeff Bajorek

Thu, 05 Aug 2021 00:00:00 GMT

Show notes

Jeff Bajorek is a Podcast Host and a Consultant at Parabola Consulting. In this episode, Jeff Bajorek and I dig into these four topics: Working the bottom of your funnel first, rejection, working in bite-sized projects, and limiting procrastination.

Connect with Jeff on LinkedIn here and Parabola Consulting here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 147: SKILLS SERIES - How to eliminate procrastination

Tue, 03 Aug 2021 00:00:00 GMT

Show notes

In this episode, I talk about how you can eliminate procrastination using a tip from Kobe Bryant.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 146: SKILLS SERIES - Get Shit Done Sessions

Thu, 29 Jul 2021 00:00:00 GMT

Show notes

In this episode, I share what you can do to mix up your cold calling power hours with productive Get Shit Done Sessions.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 145: Charles Muhlbauer on building a discovery conversation roadmap

Tue, 27 Jul 2021 00:00:00 GMT

Show notes

Charles Muhlbauer is a Lead Enablement Manager at CB Insights. In this episode, Charles gives a masterclass in discovery. We talk structure, agendas, questions, and everything you need to run a solid discovery call.

Connect with Charles on LinkedIn here and CB Insights here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 144: Jordan Zeldin on the D.I.S.A.R.M. discovery agenda-setting framework

Thu, 22 Jul 2021 00:00:00 GMT

Show notes

Jordan Zeldin is the Founder and Sales Coach at Spriing Training. In this episode, Jordana digs into discovery and her D.I.S.A.R.M. agenda-setting framework. It's a killer way to disarm your prospects and get the discovery call started on the right foot.

Connect with Jordan on LinkedIn here and Spriing Training here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 143: LEADERS SERIES EP 9 - Jesse Gittler on creating buy-in and getting your reps to go the extra mile

Tue, 20 Jul 2021 00:00:00 GMT

Show notes

Jesse Gittler is a Senior Sales Development Manager at PatientPop. In this episode, Jesse goes behind the scenes of a top-performing sales development team. We talk about creating buy-in with your reps, getting them to go the extra mile, and tactically how he executes his week.

Connect with Jesse on LinkedIn here and PatientPop here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 142: Patrick Downs on spotlight questions and improving messaging

Thu, 15 Jul 2021 00:00:00 GMT

Show notes

Patrick Downs is a Team Lead at PandaDoc. In this episode, Patrick shares several killer outbound techniques. Spotlight questions to point out problems they don't have a solution for. And several other messaging strategies to land more meetings.

Connect with Patrick on LinkedIn here and PandaDoc here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 141: LEADERS SERIES EP 8 - Capturing "coaching moments" with Mike Adams, founder of Grain.co

Tue, 13 Jul 2021 00:00:00 GMT

Show notes

Mike Adams is the Founder of Grain. In this episode, Mike shares how you can capture coaching moments that you can share with the rest of your team.

Connect with Mike on LinkedIn here and Grain here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further.
Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out.
Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Podcast 140: LEADERS SERIES EP 7 - Reducing outbound waste with Marcus Cauchi

Thu, 08 Jul 2021 00:00:00 GMT

Show notes

Marcus Cauchi is the Chairman of SalesDRIIVN. In this episode, Marcus goes off on the 99.9997% of waste effort and money in most outbound sales organizations.

Connect with Marcus on LinkedIn and SalesDRIIVN.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 139: Ryan Staley on decision-making funnels

Tue, 06 Jul 2021 00:00:00 GMT

Show notes

Ryan Staley is a Founder and CEO at Whale Boss. In this episode, Ryan shares his framework for finding and closing whales.

Connect with Ryan on LinkedIn here and Whale Boss here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 138: Jordan Benjamin on how to run your life and create a personal operating system

Thu, 01 Jul 2021 00:00:00 GMT

Show notes

Jordan Benjamin is the Founder of My Core OS. In this episode, Jordan shares a killer four-part framework he learned from his dad on how to optimize your personal life to get better sales results.

Connect with Jordan on LinkedIn here and My Core OS here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 137: Cold Email: How to pattern interrupt the way recruiters do with Taylor Duncan and Shane Shown

Tue, 29 Jun 2021 00:00:00 GMT

Show notes

Taylor Duncan is a Chief Operating Officer at NxT Level. While Shane Shown is a Chief Executive Officer and Chief Recruiting Officer at NxT Level. In this episode, we take a close look at what salespeople can learn from the way recruiters prospect.

Connect with Taylor and Shane on LinkedIn and NxT Level here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 136: SALES RANTS: Prospecting narcissism, reluctance to change, cost objections with Jeff Bajorek and Jenn Walsh

Thu, 24 Jun 2021 00:00:00 GMT

Show notes

Jenn Walsh is the Founder and Executive Coach at GenuineShift, and Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episode, Jeff, Jenn, and I dig into these three topics: prospecting narcissism, reluctance to change, cost objections.

Connect with Jenn on LinkedIn here and GenuineShift here.

Connect with Jeff on LinkedIn here and Parabola Consulting here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 135: SKILLS SERIES - "Curating content" doesn't build authority, do this instead

Tue, 22 Jun 2021 00:00:00 GMT

Show notes

In this episode, I talk about the importance of being a "best practices broker" for your clients.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 134: SKILLS SERIES - Planning your activity

Thu, 17 Jun 2021 00:00:00 GMT

Show notes

In this episode, I talk about the importance of knowing your numbers. You'll learn a simple formula for calculating your activity requirements.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 133: Live cold calling workshop

Tue, 15 Jun 2021 00:00:00 GMT

Show notes

This is an audio excerpt from a live workshop I did on cold calling with a group of a few hundred.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 132: Case Study: How Ethan Parker increased his cold call meeting booked rate from 7.5% to 30%+

Thu, 10 Jun 2021 00:00:00 GMT

Show notes

Ethan Parker is a Senior Enterprise Account Executive at Brandcast. This is an audio excerpt from a webinar we did together that's really a case study of how Ethan's made dramatic improvements in his cold call approach.

Connect with Ethan on LinkedIn here and Brandcast here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 131: Cold Calling: David Priemer on how you're messing up the easiest part

Tue, 08 Jun 2021 00:00:00 GMT

Show notes

David Priemer is a Founder and Chief Sales Scientist at Cerebral Selling. In this episode, David Priemer is back! We did a webinar that had such a great response that I wanted to get the audio version here on the podcast. Learn how to answer the toughest question in sales, "So what do you do?"

Connect with David on LinkedIn here and Cerebral Selling here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 130: Insurance Brokers: 3 proven strategies to grow your pipeline

Thu, 03 Jun 2021 00:00:00 GMT

Show notes

Jenn Walsh is the Founder of GenuineShift. In this episode, you'll hear the audio snippet from a LinkedIn live I did with Jenn Walsh for insurance brokers. Learn three strategies for growing your pipeline.

Connect with Jenn on LinkedIn here and GenuineShift here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 129: Charlotte Johnson on cutting the fluff and viewing from your prospect's eyes

Tue, 01 Jun 2021 00:00:00 GMT

Show notes

Charlotte Johnson is the Sales Development Representative at SalesLoft. In this episode, Charlotte shares some really great techniques for learning more about the personas we prospect and sell to every day.

Connect with Charlotte on LinkedIn here and SalesLoft here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 128: Becoming expert advisors, finding pain, and creating urgency with Ryan Heaphy

Thu, 27 May 2021 00:00:00 GMT

Show notes

Ryan Heaphy is the Director of Sales at Qualia. In this episode, Ryan spends some time teaching us how to become expert advisors for our prospects. And how to shift our focus into the impact of our prospect's pain.

Connect with Ryan on LinkedIn here and Qualia here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 127: James Bawden on “bad advice” that actually works

Tue, 25 May 2021 00:00:00 GMT

Show notes

James Bawden is a Vice President of Sales Development at SalesGig. In this episode, James shares all of the typical "bad sales advice" he's seeing working really well for their clients at SalesGig.

Connect with James on LinkedIn here and SalesGig here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 126: LEADERS SERIES EP 7 - Alex Newmann on how to identify why revenue is stalling

Thu, 20 May 2021 00:00:00 GMT

Show notes

Alex Newmann is the Founder and CEO of Newmann Consulting Group. In this episode, Alex and I talk about five areas where sales leaders can look to see why their revenue is stalling. He's worked with a bunch of the fastest growing tech companies out there and shares a ton of great knowledge for sales leaders.

Connect with Alex on LinkedIn here and Newmann Consulting Group here.

Resources mentioned in the episode:

Show Notes Page

Subscribe and leave a review

Here are three ways I can help you with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 125: Matt Wolach on the Perfect D.E.A.L. Process

Tue, 18 May 2021 00:00:00 GMT

Show notes

Matt Wolach is the Founder of Xsellus. In this episode, Matt and I focus on our conversation on discovery. If you're an SDR/BDR doing your own discovery, you'll get a ton of takeaways here. And if you're a rep doing both prospecting and sellling, we get deep in the weeds on how to run a good discovery process.

Connect with Matt on LinkedIn here and Xsellus here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 124: LEADERS SERIES EP 6 - Kayla Cytron-Thaler on onboarding and leading an SDR team

Thu, 13 May 2021 00:00:00 GMT

Show notes

Kayla Cytron-Thaler is the Head of Sales at Canny. In this episode, we welcome Kayla back for a second time! Instead of focusing on prospecting, she's sharing how she's gotten her team to hit 125% of quota in just a few months.

Connect with Kayla on LinkedIn here and Canny here.

Resources mentioned in the episode:

Show Notes Page

Subscribe and leave a review

Here are three ways I can help you with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 123: Prospecting to IT executives with David Silverstein and Randy Gaboriault

Tue, 11 May 2021 00:00:00 GMT

Show notes

David Silverstein is a Regional Vice President at ePlus. In this episode, I'm doing something very different. It's focused very much on IT personas specifically. And Randy is a CIO who shares his perspective as a prospect.

Connect with David on LinkedIn here and ePlus here.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 122: Larry Long Jr. on creating a mindset for success

Thu, 06 May 2021 00:00:00 GMT

Show notes

Larry Long Jr. is the Director of Collegiate Sales at Teamworks. In this episode, Larry shares a lot of great techniques on the mental game of sales. He's extremely motivational and I was super pumped for this conversation.

Connect with Larry on LinkedIn here and Teamworks here.

Resources mentioned in the episode:

Show Notes Page

Subscribe and leave a review

Here are three ways I can help you with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 121: Cold Calling: How to be disarmingly blunt and drop the formality with Nick and Armand

Tue, 04 May 2021 00:00:00 GMT

Show notes

Nick and Armand are the hosts of the 30 Minutes to President's Club podcast. In this episode, you'll get to hear the audio excerpt from a webinar I did with these guys on cold calling. There were tons of takeaways on everything from how to structure the prep time to the actual cold calls themselves.

Connect with Nick and Armand on LinkedIn and 30 Minutes to President's Club here.

Resources mentioned in the episode:

Show Notes Page

Subscribe and leave a review

Here are three ways I can help you with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 120: Meghann Misiak on the three whys of great discovery

Thu, 29 Apr 2021 00:00:00 GMT

Show notes

Meghann Misiak is the Founder of The Path to President's Club. In this episode, Meghann and I mix it up a little bit and talk about discovery. Meghann and I both coach clients over at Sales Qualia together. She has one of the best frameworks I've seen on discovery.

Connect with Meghann on LinkedIn here and The Path to President's Club here.

Resources mentioned in the episode:

Show Notes Page

Subscribe and leave a review

Here are three ways I can help you with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 119: Kyle Vamvouris on why we need to stop the prospecting porn

Tue, 27 Apr 2021 00:00:00 GMT

Show notes

Kyle Vamvouris is a CEO at Vouris. In this episode, Kyle talks about why we need to stop the prospecting porn. You don't need to spend hours researching an individual, listening to their podcasts, or watching them on webinars. He shares what we can do instead.

Connect with Kyle on LinkedIn here and Vouris here.

Resources mentioned in the episode:

Show Notes Page

Subscribe and leave a review

Here are three ways I can help you with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 118: LEADERS SERIES EP 5 - Christine Rogers on hiring, onboarding, and growing a world-class sales team

Thu, 22 Apr 2021 00:00:00 GMT

Show notes

Christine Rogers is the President & COO at Aspireship. In this episode, Christine and I talk about how to hire, onboard, and grow a world-class sales team. She has experience in many sales leadership roles and shares a ton of great takeaways in this episode.

Connect with Christine on LinkedIn here and Aspireship here.

Resources mentioned in the episode:

Show Notes Page

Subscribe and leave a review

Here are three ways I can help you with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 117: How top SDR at PandaDoc Jed Mahrle prospects

Tue, 20 Apr 2021 00:00:00 GMT

Show notes

Jed Mahrle is a Sales Development Representative at PandaDoc. In this episode, Jed and I dig into his entire outbound process from start to finish. It's action-packed with great tactics and strategies to help you land more meetings.

Connect with Jed on LinkedIn here and PandaDoc here.

Resources mentioned in the episode:

Show Notes Page

Subscribe and leave a review

Here are three ways I can help you with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 116: SALES RANTS: Why COVID is great for sales, apologies vs. acknowledgement, morning routines, the problem with feedback with Jeff Bajorek and Jason Bay

Thu, 15 Apr 2021 00:00:00 GMT

Show notes

Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episode, Jeff and I dig into these four topics: why COVID is great for sales, apologies vs. acknowledgement, morning routines, the problem with feedback.

Connect with Jeff on LinkedIn here and Parabola Consulting here.

Resources mentioned in the episode:

Show Notes Page

Subscribe and leave a review

Here are three ways I can help you with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 115: LEADERS SERIES EP 4 - Ethan Hall on teaching your team "relationship building extras"

Tue, 13 Apr 2021 00:00:00 GMT

Show notes

Ethan Hall is the Sales Development Manager at TOPS Software. In this episode, Ethan shares his journey in becoming Sales Development Manager at TOPS Software. We talk about how he motivates his team, how he structures his team and a big part of their strategy called "relationship building extras."

Connect with Ethan on LinkedIn here and TOPS Software here.

Resources mentioned in the episode:

Show Notes Page

Subscribe and leave a review

Here are three ways I can help you with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 114: Prospects don’t need apologies, they need acknowledgement

Thu, 08 Apr 2021 00:00:00 GMT

Show notes

In this episode, I talk about what you can do instead of apologizing during your cold calls.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 113: SKILLS SERIES - No-oriented questions, we're taking this too far

Tue, 06 Apr 2021 00:00:00 GMT

Show notes

In this episode, I talk about a very popular technique right now around asking no-oriented questions. And how you can avoid overusing it.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 112: SKILLS SERIES - Don’t be “nice” to your prospects

Thu, 01 Apr 2021 00:00:00 GMT

Show notes

In this episode, I share a personal story about being too nice and how it affected my personal and business life. If you relate, you'll definitely want to tune into this one.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 111: SKILLS SERIES - How to handle "not interested" through email

Tue, 30 Mar 2021 00:00:00 GMT

Show notes

In this episode, I talk about how to handle "not interested" when prospects email you back.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 110: SALES RANTS: Zoom Fatigue, how to make team meetings more fun, phone vs. video meetings, and how to scale your time with Jeff Bajorek and Jason Bay

Thu, 25 Mar 2021 00:00:00 GMT

Show notes

Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episode, Jeff and I dig into these four topics: Zoom Fatigue, how to make team meetings more fun, phone vs. video meetings, and how to scale your time.

Connect with Jeff on LinkedIn here and Parabola Consulting here.

Resources mentioned in the episode:

Show Notes Page

Subscribe and leave a review

Here are three ways I can help you with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 109: Ethan Beute on using video to rehumanize your prospecting

Tue, 23 Mar 2021 00:00:00 GMT

Show notes

Ethan Beute is the Chief Evangelist of BombBomb. In this episode, Ethan shares the big picture behind video and why it will be a crucial part of capturing your prospect's attention. We also dig into some tactical ways you can become better on video.

Connect with Ethan on LinkedIn here and BombBomb here.

Resources mentioned in the episode:

Show Notes Page

Subscribe and leave a review

Here are three ways I can help you with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 108: SKILLS SERIES - Troubleshoot cold emails with this checklist

Thu, 18 Mar 2021 00:00:00 GMT

Show notes

In this episode, I share a checklist of things I use to troubleshoot underperforming cold emails. Learn how to address low open rates, low reply rates, and low conversion rates into meetings.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 107: SKILLS SERIES - The Killer Week Blueprint™

Tue, 16 Mar 2021 00:00:00 GMT

Show notes

In this episode, I share a framework called The Killer Week Blueprint™. Wondering how best to set up your week for maximizing results? Look no further.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 106: SKILLS SERIES - How to follow up when prospects don't respond

Thu, 11 Mar 2021 00:00:00 GMT

Show notes

In this episode, I share two follow up techniques guaranteed to boost your positive reply rates.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 105: SKILLS SERIES - The Problem Finder

Tue, 09 Mar 2021 00:00:00 GMT

Show notes

In this episode, I share a framework called The Problem Finder. If you're having trouble empathizing with your prospect's day-to-day challenges, you'll get some actionable strategies for doing just that.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 104: SKILLS SERIES - Using LinkedIn to find low-hanging fruit

Thu, 04 Mar 2021 00:00:00 GMT

Show notes

In this episode, I share five ways you can use LinkedIn to find low-hanging fruit opportunities.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 103: SKILLS SERIES - The "Short and C-Suite" Cold Email™

Tue, 02 Mar 2021 00:00:00 GMT

Show notes

In this episode, I share a framework called the "Short and C-Suite" Cold Email™. Your prospects have the attention spans of a goldfish these days. Check out this framework for keeping your emails short and to the point.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 102: SALES RANTS: Mastery, toxic positivity, mediocrity, and personal problems with Jeff Bajorek and Jason Bay

Thu, 25 Feb 2021 00:00:00 GMT

Show notes

Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episode, Jeff Bajorek and I rant on these four topics: mastery, toxic positivity, mediocrity, and business problems being personal problems in disguise.

Connect with Jeff on LinkedIn here and Parabola Consulting here.

Resources mentioned in the episode:

Show Notes Page

Subscribe and leave a review

Here are three ways I can help you with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 101: James Harper on cold calling, ringless voicemail, and LinkedIn

Tue, 23 Feb 2021 00:00:00 GMT

Show notes

James Harper is the Founder of AgencyFlare. In this episode, James shares his journey getting into sales. He's a true practicioner and I love jamming with people like him. We talk about cold calling, ringless voicemails, LinkedIn, and much more.

Connect with James on LinkedIn here and AgencyFlare here.

Resources mentioned in the episode:

Show Notes Page

Subscribe and leave a review:

Here are three ways I can help you with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 100: SALES RANTS: Intent, novelty vs. context, rejection, and professional discovery with Jeff Bajorek and Jason Bay

Thu, 18 Feb 2021 00:00:00 GMT

Show notes

Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episode, Jeff Bajorek and I rant on these four topics: Intent, novelty vs. context, rejection, and professional discovery.

Connect with Jeff on LinkedIn here and Parabola Consulting here.

Resources mentioned in the episode:

Show Notes Page

Subscribe and leave a review

Here are three ways I can help you with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 99: Mitch Pelroy on inbound vs. outbound prospecting and transactional vs. relationship selling

Tue, 16 Feb 2021 00:00:00 GMT

Show notes

Mitch Pelroy is an Inside Sales Executive at BombBomb. In this episode, Mitch shares a TON of actionable tips on how he become a top BDR at BombBomb. He also discusses his journey leveling up the ranks from SDR, to a BDR, to now an AE.

Connect with Mitch on LinkedIn here and BombBomb here.

Resources mentioned in the episode:

Show Notes Page

Subscribe and leave a review:

Here are three ways I can help you with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 98: Nick Capozzi on video, building rapport, and being more personable

Thu, 11 Feb 2021 00:00:00 GMT

Show notes

Nick Capozzi is the CEO at SalesPitching. In this episode, Nick shares his journey starting out in sales on cruise ships. He's a super likable dude and talks about how we can be more likable with our prospects.

Connect with Nick on LinkedIn here and SalesPitching here.

Resources mentioned in the episode:

Show Notes Page

Subscribe and leave a review:

Here are three ways I can help you with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 97: Zoe Hartsfield on sending 4,000 personalized videos as a BDR

Tue, 09 Feb 2021 00:00:00 GMT

Show notes

Zoe Hartsfield is a Community Marketing Associate at BombBomb. In this episode, Zoe talks about what she learned from sending 4,000+ personalized videos. She was one of the top BDRs at BombBomb. This one's filled with tons of actionable tips.

Connect with Zoe on LinkedIn here and BombBomb here.

Resources mentioned in the episode:

Show Notes Page

Subscribe and leave a review:

Here are three ways I can help you with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 96: SALES RANTS: First to respond, "are you sure?", sending your tech on vacation and more with Jeff Bajorek and Jason Bay

Thu, 04 Feb 2021 00:00:00 GMT

Show notes

Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episode, Jeff Bajorek and I rant on these four topics: why being first to respond is a race to the bottom, "Are you sure?", sending your tech on vacation, and how to teach empathy.

Connect with Jeff on LinkedIn here and Parabola Consulting here.

Resources mentioned in the episode:

Show Notes Page

Subscribe and leave a review

Here are three ways I can help you with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 95: LEADERS SERIES EP 3 - Jeff Swan on sequencing, continuous optimization, and autonomy

Tue, 02 Feb 2021 00:00:00 GMT

Show notes

Jeff Swan is a Founder and Chief Playmaker at RevUp Sales. In this episode, Jeff talks about how much autonomy to give your team, sequencing best practices, and how to optimize your sequences for best results.

Connect with Jeff on LinkedIn here and RevUp Sales here.

Resources mentioned in the episode:

Subscribe and leave a review:

Here are three more ways to get help with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 94: Will Allred on the four C's email etiquette

Thu, 28 Jan 2021 00:00:00 GMT

Show notes

Will Allred is the Co-Founder and COO at Lavender. In this episode, Will shares the four C's of email etiquette. We talk everything email, from how to send better cold emails to emailing internally as well.

Connect with Will on LinkedIn here and Lavender here.

Resources mentioned in the episode:

Show Notes Page

Subscribe and leave a review

Here are three ways I can help you with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 93: SKILLS SERIES - Deflating Objections

Tue, 26 Jan 2021 00:00:00 GMT

Show notes

In this episode, I share a few frameworks for deflating objections. You'll learn to use the EVO Objection Handling Framework™ to effectively respond when a prospect says things like "not interested" or "we're already taken care of."

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 92: SKILLS SERIES - Cold Calling: From Reluctant to Confident™

Thu, 21 Jan 2021 00:00:00 GMT

Show notes

In this episode, I share a framework for cold calling. You'll learn how to work with gatekeepers (I prefer calling them "assistants"), leaving effective voicemails, and cold calling decision-makers.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 91: SKILLS SERIES - The REPLY Method™

Tue, 19 Jan 2021 00:00:00 GMT

Show notes

In this episode, I share a framework called the REPLY Method™. You'll learn a repeatable messaging structure you can apply to your cold emails and cold call talk tracks to increase response rates and break through the clutter.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 90: SKILLS SERIES - The Perfect-Fit Identifier™

Thu, 14 Jan 2021 00:00:00 GMT

Show notes

In this episode, I share a framework called The Perfect-Fit Identifier™. You'll learn a framework for going beyond Ideal Client Profiles and Personas to find the perfect-fit prospects to reach out to.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 89: LEADERS SERIES EP 2 - Daniel Kushner on building an internal coaching culture

Tue, 12 Jan 2021 00:00:00 GMT

Show notes

Daniel Kushner is a CEO at Oktopost. In this episode, Daniel shares how to create an internal coaching culture and how to move beyond role plays.

Connect with Daniel on LinkedIn here and Oktopost here.

Resources mentioned in the episode:

Subscribe and leave a review:

Here are three ways I can help you with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 88: KISS (Keep It Simple Sequencing)

Thu, 07 Jan 2021 00:00:00 GMT

Show notes

In this episode, I share a framework called KISS (Keep It Simple Sequencing). You'll learn the structure behind a great sequence along with the best ways to follow up after your first email.

Resources mentioned in the episode:

Show Notes Page

Here are three more ways to get help with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 87: SALES RANTS: When enough is enough, creating a narrative, acting as if, and more with Jeff Bajorek

Tue, 05 Jan 2021 00:00:00 GMT

Show notes

Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episode, Jeff Bajorek and I dig into these four topics: when enough is enough, creating a narrative, acting as if, and why fortune favors the bold.

Connect with Jeff on LinkedIn here and Parabola Consulting here.

Resources mentioned in the episode:

Subscribe and leave a review:

Here are three ways I can help you with your prospecting:

REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach.
For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn.
For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

Podcast 86: Tyler Lessard on the state of video prospecting & selling moving into 2021

Thu, 31 Dec 2020 00:00:00 GMT

Show notes

Tyler Lessard is the VP of Marketing and Chief Video Strategist at Vidyard. In this episode, Tyler digs into everything video. We talk about tactical prospecting strategies and ways you can use video to speed up the sales process.

Connect with Tyler on LinkedIn here and Vidyard here.

Resources mentioned in the episode:

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let's talk about training and coaching.

Podcast 85: LEADERS SERIES EP 1 - Armand Farrokh on how to be a badass sales manager

Tue, 29 Dec 2020 00:00:00 GMT

Show notes

Armand Farrokh is the Sales Manager at Pave. In this episode, Armand Farrokh digs into what it takes to be a badass sales manager. We dig into the five buckets where you should spend your time, weekly cadence of coaching, and how you can help your reps build business acumen.

Connect with Armand on LinkedIn here and Pave here.

Resources mentioned in the episode:

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let's talk about training and coaching.

Podcast 84: Kristina Jaramillo on personalization and prospecting through LinkedIn

Thu, 24 Dec 2020 00:00:00 GMT

Show notes

Kristina Jaramillo is the Founding Partner at Personal ABM. In this episode, Kristina Jaramillo talks about a concept she calls Personal ABM. We dig into personalization best practices and how to be a badass prospector on LinkedIn.

Connect with Kristina on LinkedIn here and Personal ABM here.

Resources mentioned in the episode:

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let's talk about training and coaching.

Podcast 83: SALES RANTS: Dressing the part, values vs. pain, New Year's Resolutions, and more

Tue, 22 Dec 2020 00:00:00 GMT

Show notes

Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episode, Jeff Bajorek and I dig into these four topics: dressing the part, values vs. pain, New Year's Resolutions, and "if you build it they will come."

Connect with Jeff on LinkedIn here and Parabola Consulting here.

Resources mentioned in the episode:

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let's talk about training and coaching.

Podcast 82: Building business acumen and lessons learned from sending 1,600+ videos with David McHale

Thu, 17 Dec 2020 00:00:00 GMT

Show notes

David McHale is a Principal at HailBytes. In this episode, David McHale shares his 22-part onboarding process for ramping reps quickly and building business acumen. He also shares lessons learned from sending 1,600+ video prospecting emails.

Connect with David on LinkedIn here and Hailbytes here.

Resources mentioned in the episode:

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let's talk about training and coaching.

Podcast 81: Billy Bateman on prospecting through chat plays

Tue, 15 Dec 2020 00:00:00 GMT

Show notes

Billy Bateman is a VP of Operations at ChatFunnels. In this episode, Billy Bateman shares prospecting plays you can run through chat. You'll hear actionable tips to engage prospects through chat when they visit your website or content. And plays you can run through cold outreach to get prospects to look at pages with chat functionality.

Connect with Billy on LinkedIn here and ChatFunnels here.

Resources mentioned in the episode:

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let's talk about training and coaching.

Podcast 80: Erika Fuchs on hitting 300% of quota in her first 2 months

Thu, 10 Dec 2020 00:00:00 GMT

Show notes

Erika Fuchs is a Sales Development Representative at Falcon.io. In this episode, Erika shares how she's been able to hit 300% of quota in her first two months on the job!

Connect with Erika on LinkedIn here and Falcon.io here.

Resources mentioned in the episode:

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let's talk about training and coaching.

Podcast 79: BONUS: Sales rants with Jeff Bajorek

Tue, 08 Dec 2020 00:00:00 GMT

Show notes

Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episode, Jeff Bajorek and I dig into these three topics: call reluctance, empathizing with your prospects, and prioritizing opportunities.

Connect with Jeff on LinkedIn here and Parabola Consulting here.

Resources mentioned in the episode:

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let's talk about training and coaching.

Podcast 78: Ned Arick on creating an outbound process from scratch

Thu, 03 Dec 2020 00:00:00 GMT

Show notes

Ned Arick is the Head of Sales at Canny. In this episode, Ned digs into three main areas: his process for empathizing more with his prospect's problems, how he organizes his messaging, and his step-by-step sequencing strategy.

Connect with Ned on LinkedIn here and Canny here.

Resources mentioned in the episode:

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let's talk about training and coaching.

Podcast 77: Brian Margolis on productivity, accountability, and creating super habits

Tue, 01 Dec 2020 00:00:00 GMT

Show notes

Brian Margolis is the Owner of ProductivityGiant. In this episode, Brian digs into his system for increasing your productivity as a salesperson. It's so simple that it fits onto a single notecard.

Connect with Brian on LinkedIn here and ProductivityGiant here.

Resources mentioned in the episode:

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let's talk about training and coaching.

Podcast 76: Black Friday Bonus: 6 quick-hitting tips for your prospecting and sales calls

Fri, 27 Nov 2020 00:00:00 GMT

Show notes

In this episode, I share 3 tips to improve your cold calls and 3 tips to improve your discovery or demo calls.

This episode is brought to you by:

Capture the winning moments from your sales calls and cold calls.

Resources mentioned in the episode:

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let's talk about training and coaching.

Podcast 75: BONUS: Sales rants with Jeff Bajorek

Thu, 26 Nov 2020 00:00:00 GMT

Show notes

Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episode, Jeff Bajorek and I dig through accountability vs. micromanagement, why you should stop trying to find out what's new in sales, and how to balance your time between prospecting and selling.

Connect with Jeff on LinkedIn here and Parabola Consulting here.

This episode is brought to you by:

Capture the winning moments from your sales calls and cold calls.

Resources mentioned in the episode:

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let's talk about training and coaching.

Podcast 74: Kevin Clark on building a coaching culture

Tue, 24 Nov 2020 00:00:00 GMT

Show notes

Kevin Clark is the SVP of Revenue of Synup. In this episode, Kevin shares how he and his team have created a great coaching culture at Synup. We dig into what the weekly cadence of coaching should look like and how you can create a culture where reps self-coach.

Connect with Kevin on LinkedIn here and Synup.

This episode is brought to you by:

Capture the winning moments from your sales calls and cold calls.

Resources mentioned in the episode:

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let's talk about training and coaching.

Podcast 73: Nick Cegelski on cold calling, routines, and habit stacking

Thu, 19 Nov 2020 00:00:00 GMT

Show notes

Nick Cegelski is an Enterprise Account Executive at SurePoint Technologies. In this episode, Nick does a deep dive into his weekly routine. And we dig into cold calling a ton. You're going to enjoy this one.

Connect with Nick on LinkedIn here and SurePoint Technologies here.

This episode is brought to you by:

Capture the winning moments from your sales calls and cold calls.

Resources mentioned in the episode:

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let's talk about training and coaching.

Podcast 72: Andy Paul on self-directed coaching, motivation, and empathy

Tue, 17 Nov 2020 00:00:00 GMT

Show notes

Andy Paul is the Founder of The Sales House. In this episode, we dig into habits and how you can coach yourself to be a better rep. Andy also shares his tips for how managers can more effectively lead their reps.

Connect with Andy on LinkedIn here and The Sales House here.

This episode is brought to you by:

Capture the winning moments from your sales calls and cold calls.

Resources mentioned in the episode:

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let's talk about training and coaching.

Podcast 71: BONUS: Cold call breakdown with Tim

Thu, 12 Nov 2020 00:00:00 GMT

Show notes

In this episode, we break down a cold call from Tim Vickers.

This episode is brought to you by:

Capture the winning moments from your sales calls and cold calls.

Resources mentioned in the episode:

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let's talk about training and coaching.

Podcast 70: BONUS: Cold call breakdown with Jon

Tue, 10 Nov 2020 00:00:00 GMT

Show notes

In this episode, we break down a cold call from Jon Mahan.

This episode is brought to you by:

Capture the winning moments from your sales calls and cold calls.

Resources mentioned in the episode:

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let's talk about training and coaching.

Podcast 69: BONUS: Cold call breakdown with Jordan

Thu, 05 Nov 2020 00:00:00 GMT

Show notes

In this episode, we break down a cold call from Jordan Greek.

This episode is brought to you by:

Capture the winning moments from your sales calls and cold calls.

Resources mentioned in the episode:

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let's talk about training and coaching.

Podcast 68: Mary Grothe on the behavioral quotient for success in sales

Tue, 03 Nov 2020 00:00:00 GMT

Show notes

Mary Grothe is the CEO of Sales BQ. In this episode, we talk about BQ. You’ve heard about IQ and EQ. Behavioral Quotient is the third element of sales success.

Connect with Mary on LinkedIn here and Sales BQ here.

This episode is brought to you by:

Capture the winning moments from your sales calls and cold calls.

Resources mentioned in the episode:

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let's talk about training and coaching.

Podcast 67: Shruti Kapoor on COVID trends from analysis of 222,577 sales calls

Thu, 29 Oct 2020 00:00:00 GMT

Show notes

Shruti Kapoor is the CEO of Wingman. In this episode, we dig into COVID trends from their analysis of over 2 million minutes across 222,577 sales calls. You'll learn a ton about what prospects are bringing up more and what they aren't.

Connect with Shruti on LinkedIn here.

This episode is brought to you by:

Capture the winning moments from your sales calls and cold calls.

Resources mentioned in the episode:

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let's talk about training and coaching.

Podcast 66: Chris Hatfield on how to manage and prevent burnout

Tue, 27 Oct 2020 00:00:00 GMT

Show notes

Chris Hatfield is the founder of Sales Psyche. In this episode, we talk about burnout. This one's on mental health. If you're feeling burned out, you'll find tons of actionable tips and strategies in this episode.

Connect with Chris on LinkedIn here and check out Sales Psyche here.

This episode is brought to you by:

Capture the winning moments from your sales calls and cold calls.

Resources mentioned in the episode:

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let's talk about training and coaching.

Podcast 65: BONUS: Belal Batrawy on sales psychology and concepts to master

Thu, 22 Oct 2020 00:00:00 GMT

Show notes

Belal Batrawy is Head of Sales for Stratifi and community leader at Death2Fluff, a Bravado community. This is an audio excerpt from his talk on the Think Outside the Script summer virtual tour. We dig into sales psychology and important concepts for you to master as a sales professional.

Connect with Belal on LinkedIn here.

This episode is brought to you by:

Capture the winning moments from your sales calls and cold calls.

Resources mentioned in the episode:

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Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let's talk about training and coaching.

Podcast 64: BONUS: Jeff Bajorek on rethinking the way you sell

Tue, 20 Oct 2020 00:00:00 GMT

Show notes

Jeff is a sales trainer, speaker, and consultant at Parabola Consulting. He's also the host of one of my favorite podcasts, the Why and the Buy. This is an audio excerpt from his talk on the Think Outside the Script summer virtual tour.

Connect with Jeff on LinkedIn here and check out Parabola Consulting here.

This episode is brought to you by:

Capture the winning moments from your sales calls and cold calls.

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Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let's talk about training and coaching.

Podcast 63: Thibaut Souyris on the T-shaped SDR

Thu, 15 Oct 2020 00:00:00 GMT

Show notes

Thibaut Souyris is the founder of SalesLabs. He's a sales coach and trainer who came up with a really cool concept called the T-shaped SDR. In this episode, we dig into how you can supplement cold outreach with networking and content creation.

Connect with Thibaut here on LinkedIn and check out SalesLabs here.

This episode is brought to you by:

Capture the winning moments from your sales calls and cold calls.

Resources mentioned in the episode:

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Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let's talk about training and coaching.

Podcast 62: Nate Branscome on using GIFs to achieve 10%+ booking rates on accounts

Tue, 13 Oct 2020 00:00:00 GMT

Show notes

Nate Branscome is a Strategic Account Executive at Chili Piper. He started his career in outside sales and then moved into inside sales selling software. They have a very unique approach to cold emails and using GIFs to demo snippets of their product to prospects. We discuss that and more in our interview together.

Connect with Nate on LinkedIn here and Chili Piper here.

This episode is brought to you by:

Capture the winning moments from your sales calls and cold calls.

Resources mentioned in the episode:

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More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let's talk about training and coaching.

Podcast 61: David Priemer on why you should sell the way you buy

Tue, 06 Oct 2020 00:00:00 GMT

Show notes

David Priemer is the founder and Chief Sales Scientist at Cerebral Selling. I've learned a TON from this dude and he really knows his stuff. We talk all about empathy-based discovery and how to run a really great discovery call with a prospect.

Connect with David on LinkedIn here and check out his new book Sell the Way You Buy.

This episode is brought to you by:

Capture the winning moments from your sales calls and cold calls.

Resources mentioned in the episode:

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More ways to get help with your prospecting

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Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let's talk about training and coaching.

Podcast 60: Grant Horvath on how to crush quota by 200%+

Tue, 29 Sep 2020 00:00:00 GMT

Show notes

Grant Horvath is a recently promoted Account Manager at LivePerson. Prior to becoming an Account Manager, he crushed his quota by 200% at LivePerson. We talk about the importance of being comfortable with being uncomfortable, starting from the intent, and always asking why.

Connect with Grant on LinkedIn here and check out LivePerson here.

Resources mentioned in the episode:

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More ways to get help with your prospecting

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Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
Think Outside the Script Membership. A membership to help B2B sales professionals with modern strategies and tactics to land more meetings with your ideal clients.
Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let's talk about training and coaching.

Podcast 57: How to become the top rep within 90 days with Nick Dixon

Thu, 24 Sep 2020 00:00:00 GMT

Show notes

Nick Dixon is a Senior Sales Development Rep at Falcon.io. In his first 90 days on the job, he was able to secure a spot as the top SDR at the company. In this episode, he outlines eight keys to his success.

Connect with Nick on LinkedIn here and check out Falcon.io here.

Resources mentioned in the episode:

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
Think Outside the Script Membership. A membership to help B2B sales professionals with modern strategies and tactics to land more meetings with your ideal clients.
Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let's talk about training and coaching.

Podcast 56: 20%+ conversion rate into meetings booked with Kristina Finseth

Tue, 22 Sep 2020 00:00:00 GMT

Show notes

Kristina Finseth is Growth Marketing Lead at Interseller. This episode is full of great cold email tips. We talk about her process for getting 20%+ conversion rate into meetings, what to leave out of your cold emails, and why getting prospects to look at your website is key.

Connect with Kristina on LinkedIn here, and check out Interseller here.

Resources mentioned in the episode:

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
Think Outside the Script Membership. A membership to help B2B sales professionals with modern strategies and tactics to land more meetings with your ideal clients.
Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let's talk about training and coaching.

Podcast 53: Interviewing, being memorable, and personalization with Calvin Patterson IV

Thu, 10 Sep 2020 00:00:00 GMT

Show notes

Calvin Patterson IV is an Account Executive at Concert. He's a super solid dude and we talked about how to be more memorable during the job hunting and/or prospecting process. We also dug into two badass guides he created that you should definitely check out:

Connect with Calvin on LinkedIn here and check out Concert here.

Resources mentioned in the episode:

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
Think Outside the Script Membership. A membership to help B2B sales professionals with modern strategies and tactics to land more meetings with your ideal clients.
Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let's talk about training and coaching.

Podcast 52: Confidence, sales slumps, and routines with Marcus Chan

Tue, 08 Sep 2020 00:00:00 GMT

Show notes

Marcus Chan is the President and Founder at Venli Consulting Group. He's hired, trained, and developed teams that have sold $700M+ over the last 10 years. We had a great discussion around confidence bank accounts, getting out of slumps, and routines critical for sales success.

Connect with Marcus on LinkedIn and check out Venli Consulting Group.

Resources mentioned in the episode:

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
Think Outside the Script Membership. A membership to help B2B sales professionals with modern strategies and tactics to land more meetings with your ideal clients.
Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let's talk about training and coaching.

Podcast 49: From commodity supplier to Strategic Advisor with Lou Casado III

Thu, 27 Aug 2020 00:00:00 GMT

Show notes

Lou Casado III is an Account Executive at ChannelAdvisor. In this episode, we talk about something pretty unique for the podcast: how to become a strategic advisor. In other words, how do you get prospects to see you as a resource instead of a salesperson? We dig into how he approaches cold outreach, sequencing, and multi-threading into enterprise accounts.

Connect with Lou on LinkedIn here and check out ChannelAdvisor.

Resources mentioned in the episode:

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
Think Outside the Script Membership. A membership to help B2B sales professionals with modern strategies and tactics to land more meetings with your ideal clients.
Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let's talk about training and coaching.

Podcast 48: Anchor questions, cold calling, and objection handling through stories with Andy Duwe

Tue, 25 Aug 2020 00:00:00 GMT

Show notes

Andy Duwe is SDR Team Lead at Ambition. In this episode, we talk primarily about cold calling. Ambition used to be a client at his previous employer, which is how he got the job. We dig into how he cold calls and engages prospects with questions that get them to stop and think.

Connect with Andy on LinkedIn here and check out Ambition here.

Resources mentioned in the episode:

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
Think Outside the Script Membership. A membership to help B2B sales professionals with modern strategies and tactics to land more meetings with your ideal clients.
Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let's talk about training and coaching.

Podcast 44: Prospecting as an introvert vs. extrovert, motivation, and sales styles with Darren and Erik McKee

Tue, 11 Aug 2020 00:00:00 GMT

Show notes

We're mixing it up this episode and interviewing two brothers both in sales. Darren and Erik McKee come from very different career backgrounds, sell different products, and sell to very different-sized businesses.

In this episode, we talk about prospecting as an introvert vs. extrovert, motivation, and sales styles.

Connect with Darren on LinkedIn here and check out Insperity here. Connect with Erik on LinkedIn here and check out 15Five here.

Resources mentioned in the episode:

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
Think Outside the Script Membership. A membership to help B2B sales professionals with modern strategies and tactics to land more meetings with your ideal clients.
Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let's talk about training and coaching.

Podcast 43: Creating experiences, pattern interrupts, and driving curiosity with Dale Dupree

Tue, 04 Aug 2020 00:00:00 GMT

Show notes

Dale Dupree is the founder of The Sales Rebellion and the host of the Selling Local Podcast. In this episode, we dig into creating experiences for your prospects. Dale also talks about why it's important to know the ins and outs of the businesses you're prospecting to, pattern interrupts, and how to be more curious when you're prospecting.

Connect with Dale on LinkedIn and check out the Sales Rebellion here.

Resources mentioned in the episode:

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
Think Outside the Script Membership. A membership to help B2B sales professionals with modern strategies and tactics to land more meetings with your ideal clients.
Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let's talk about training and coaching.

Podcast 42: Copycat your way to prospecting success with Billy Sturgis

Tue, 28 Jul 2020 00:00:00 GMT

Show notes

Billy Sturgis does mid-market sales development for SalesLoft. In this episode, we talk about the importance of not reinventing the wheel. Odds are someone at your company is crushing quota. Or someone is putting out content on how they're crushing quota. Billy shares how you can copycat their strategies and tactics, while still learning how to make things your own.

Connect with Billy on LinkedIn here and check out SalesLoft here.

Resources mentioned in the episode:

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
Think Outside the Script Membership. A membership to help B2B sales professionals with modern strategies and tactics to land more meetings with your ideal clients.
Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let's talk about training and coaching.

Podcast 41: Humor, personality, and value with Stephen Chase

Tue, 21 Jul 2020 00:00:00 GMT

Show notes

Stephen Chase is a Sales Operations Lead at Operatix. In this episode, we talk about using humor in your cold outreach. We also dig into how you can show your personality, but also provide value at the same time. He shares his three-step process for getting started.

Connect with Stephen on LinkedIn here and check out Operatix here.

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
Think Outside the Script Membership. A membership to help B2B sales professionals with modern strategies and tactics to land more meetings with your ideal clients.
Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let's talk about training and coaching.

Podcast 40: Competitors, triggers, and task batching with Jon Mazza

Tue, 14 Jul 2020 00:00:00 GMT

Show notes

Jon Mazza is a Senior Sales Development Representative at LeadIQ. In this episode, we talk about competitors. You're really going to enjoy this if prospect into companies using your competitor's product. We also dig into triggers for starting conversations and workflows for increasing productivity.

Connect with Jon on LinkedIn here and check out LeadIQ here.

Resources mentioned in the episode:

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
Think Outside the Script Membership. A membership to help B2B sales professionals with modern strategies and tactics to land more meetings with your ideal clients.
Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let's talk about training and coaching.

Podcast 39: Data, collaboration, and outbound trends with Blake Johnston

Tue, 07 Jul 2020 00:00:00 GMT

Show notes

Blake Johnston is CEO at OutboundView where they help organizations design, develop, and implement successful outbound sales and B2B lead generation strategies. In this episode, we dig into outbound trends—where the industry is heading, the importance of high-quality data, and how to know if it makes sense to have an inside sales team or not.

Connect with Blake on LinkedIn here and check out OutboundView here.

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
Think Outside the Script Membership. A membership to help B2B sales professionals with modern strategies and tactics to land more meetings with your ideal clients.
Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let's talk about training and coaching.

Podcast 38: How to nail your first 90 days as a new SDR with Adam Beaton

Tue, 30 Jun 2020 00:00:00 GMT

Show notes

Adam Beaton is a Sales Development Rep at LeadIQ. He's in his first few months in the role and has no previous sales experience. In this episode, we talk about how to nail your first 90 days on the job as a new rep. We dig into how to learn about the industries and people you prospect to, coaching yourself, and cold call openers.

Connect with Adam on LinkedIn and check out LeadIQ here.

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
Think Outside the Script Membership. A membership to help B2B sales professionals with modern strategies and tactics to land more meetings with your ideal clients.
Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let’s talk about training and coaching.

Podcast 36: Prospecting for a scrappy startup with Suraj Sampath

Tue, 23 Jun 2020 00:00:00 GMT

Show notes

Suraj Sampath is an SMB Account Manager at DocuSign. In this episode, we talk about what it's like prospecting at a scrappy startup. At the time of our interview, Suraj hadn't accepted his new job at DocuSign.

His previous two jobs were at scrappy startups competing against companies like Salesforce and SAP. We talked about rejection, cold calls, and how to make a name for yourself at your company.

Connect with Suraj on LinkedIn and check out DocuSign here.

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
Think Outside the Script Membership. A membership to help B2B sales professionals with modern strategies and tactics to land more meetings with your ideal clients.
Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let's talk about training and coaching.

Podcast 35: A proven process for 25-35% response rates with Sam Crew

Thu, 18 Jun 2020 00:00:00 GMT

Show notes

Sam Crew is a Regional Sales Manager at ExtraHop. In this episode, we dig through his outbound process for achieving 25-35% response rates. He breaks down his outbound approach into three buckets: low-hanging fruit, bread & butter, and air coverage campaigns.

Connect with Sam on LinkedIn here and check out ExtraHop here.

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging framework for increasing response rates, setting more meetings, and closing more deals from your cold emails and cold calls.
Become a Think Outside the Script Member. Prospecting is hard, but that doesn't mean you have to do it alone. Get access to a community of like-minded sales professionals, courses, and premium content to help you prospect better.
Work together. Get help motivating your team, saving pipeline, and arming your reps with fresh prospecting tactics. Contact me to talk about training, coaching, and workshops.

Podcast 34: Using LinkedIn videos to get 35%+ response rates with Kayla Cytron-Thaler

Tue, 16 Jun 2020 00:00:00 GMT

Show notes

Kayla Cytron-Thaler is in Enterprise Business Development at Domino Data Lab. In this episode, we talk about how to stand out above the noise when you're prospecting. She shares her process for using videos and LinkedIn to generate 35%+ response rates and tons of meetings.

Connect with Kayla on LinkedIn here and check out Domino Data Lab.

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging framework for increasing response rates, setting more meetings, and closing more deals from your cold emails and cold calls.
Become a Think Outside the Script Member. Prospecting is hard, but that doesn't mean you have to do it alone. Get access to a community of like-minded sales professionals, courses, and premium content to help you prospect better.
Work together. Get help motivating your team, saving pipeline, and arming your reps with fresh prospecting tactics. Contact me to talk about training, coaching, and workshops.

Podcast 33: Prospecting into security, compliance, and IT with Lewis Chawko

Thu, 11 Jun 2020 00:00:00 GMT

Show notes

Lewis Chawko is a Sales Development Rep at Tessian. In this episode, we talk about how he prospects into security, compliance, and IT professionals. He shares his process for learning about your prospect's day-to-day, sequencing strategies, and using LinkedIn videos to land meetings

Connect with Lewis on LinkedIn here and check out Tessian here.

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging framework for increasing response rates, setting more meetings, and closing more deals from your cold emails and cold calls.
Become a Think Outside the Script Member. Prospecting is hard, but that doesn't mean you have to do it alone. Get access to a community of like-minded sales professionals, courses, and premium content to help you prospect better.
Work together. Get help motivating your team, saving pipeline, and arming your reps with fresh prospecting tactics. Contact me to talk about training, coaching, and workshops.

Podcast 32: Illuminating questions, content libraries, storytelling, and more with Chris von Huene

Tue, 09 Jun 2020 00:00:00 GMT

Show notes

Chris von Huene is an Account Executive at Xerox. In this episode, we talk about how he approaches prospecting. He's a super knowledgeable dude and shares how he uses storytelling, illuminating questions, and content libraries to land meetings with his ideal prospects.

Connect with Chris on LinkedIn here.

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging framework for increasing response rates, setting more meetings, and closing more deals from your cold emails and cold calls.
Become a Think Outside the Script Member. Prospecting is hard, but that doesn't mean you have to do it alone. Get access to a community of like-minded sales professionals, courses, and premium content to help you prospect better.
Work together. Get help motivating your team, saving pipeline, and arming your reps with fresh prospecting tactics. Contact me to talk about training, coaching, and workshops.

Podcast 31: An endurance mindset for sales success with Scott Sambucci

Thu, 04 Jun 2020 00:00:00 GMT

Show notes

Scott Sambucci is a Sales Coach for B2B tech startups, author, and speaker at SalesQualia. He's also become a good friend over the last year. In this episode, we talk about how an endurance mindset can help us become more successful in sales. We dig into how Scott got into running ultra-marathons, where discipline comes from, and what he sees startup founders and salespeople struggle with.

Connect with Scott on LinkedIn here. Check out SalesQualia and grab his free book here.

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging framework for increasing response rates, setting more meetings, and closing more deals from your cold emails and cold calls.
Become a Think Outside the Script Member. Prospecting is hard, but that doesn't mean you have to do it alone. Get access to a community of like-minded sales professionals, courses, and premium content to help you prospect better.
Work together. Get help motivating your team, saving pipeline, and arming your reps with fresh prospecting tactics. Contact me to talk about training, coaching, and workshops.

Podcast 30: My journey navigating a layoff with Evan Carlton

Tue, 02 Jun 2020 00:00:00 GMT

Show notes

Evan Carlton was the Sales Enablement Manager at a large SaaS company before he was laid off due to COVID-19. In this interview, Evan shares his journey navigating the layoff and the process he's using to find new opportunities right now.

Connect with Evan on LinkedIn here and check out the LinkedIn post he wrote about being laid off here.

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More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging framework for increasing response rates, setting more meetings, and closing more deals from your cold emails and cold calls.
Become a Think Outside the Script Member. Prospecting is hard, but that doesn't mean you have to do it alone. Get access to a community of like-minded sales professionals, courses, and premium content to help you prospect better.
Work together. Get help motivating your team, saving pipeline, and arming your reps with fresh prospecting tactics. Contact me to talk about training, coaching, and workshops.

Podcast 29: Prospecting to Fortune 100 executives with Amy Quick

Thu, 28 May 2020 00:00:00 GMT

Show notes

Amy Quick is currently a business development executive at IntelliMagic and co-founder at 5 on Friday. She crushes on LinkedIn and is a world-class prospector. In this episode, we talk about prospecting to Fortune 100 executives, how to find out if the prospect is a decision-maker, and how to show prospects you're interesting and valuable to talk with.

Connect with Amy on LinkedIn here and check out 5 on Friday here.

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging framework for increasing response rates, setting more meetings, and closing more deals from your cold emails and cold calls.
Become a Think Outside the Script Member. Prospecting is hard, but that doesn't mean you have to do it alone. Get access to a community of like-minded sales professionals, courses, and premium content to help you prospect better.
Work together. Get help motivating your team, saving pipeline, and arming your reps with fresh prospecting tactics. Contact me to talk about training, coaching, and workshops.

Podcast 28: What I've learned as a 7x founding sales member with Belal Batrawy

Tue, 26 May 2020 00:00:00 GMT

Show notes

Belal Batrawy is Head of Sales for Stratifi and community leader at Death2Fluff, a Bravado community. He has experience being on the founding sales team for seven companies now. In this episode, he shares his tricks of the trade when it comes to prospecting and messaging.

Connect with Belal on LinkedIn here, join his Death2Fluff Bravado community here.

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More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging framework for increasing response rates, setting more meetings, and closing more deals from your cold emails and cold calls.
Join the Community. Prospecting is hard, but that doesn't mean you have to do it alone. Get access to a community of like-minded sales professionals and premium sales training at an affordable price.
Work together. Get help motivating your team, saving pipeline, and arming your reps with fresh prospecting tactics. Contact me to talk about training, coaching, and workshops.

Podcast 27: Patterns of successful SDRs with Nimit Bhatt

Thu, 21 May 2020 00:00:00 GMT

Show notes

Nimit Bhatt is Managing Director of Business Development & Partnerships at memoryBlue. What sticks out about him is that he's spent his entire career working his way up the ladder at memoryBlue. In this episode, we talk about the patterns of successful SDRs based on his 8 years of experience in the industry and personally managing 300+ SDRs.

Connect with Nimit on LinkedIn here, check out his podcast the Sales Minute with Nimit, and check out memoryBlue here.

Nimit also mentioned Recordiapro and Rev as tools you can use to record your calls.

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging framework for increasing response rates, setting more meetings, and closing more deals from your cold emails and cold calls.
Join the Community. Prospecting is hard, but that doesn't mean you have to do it alone. Get access to a community of like-minded sales professionals and premium sales training at an affordable price.
Work together. Get help motivating your team, saving pipeline, and arming your reps with fresh prospecting tactics. Contact me to talk about training, coaching, and workshops.

Podcast 26: Emotional intelligence in sales with Jessica Magoch

Tue, 19 May 2020 00:00:00 GMT

Show notes

Jessica Magoch is the founder at JPM Sales Partners, where she's sharing what she learned recruiting, training and leading a commission-only B2B Startup Sales Team from $0-$100M. In this interview, we talk about emotional intelligence in sales.

Connect with Jessica on LinkedIn here and check out JPM Sales Partners here.

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging framework for increasing response rates, setting more meetings, and closing more deals from your cold emails and cold calls.
Join the Community. Prospecting is hard, but that doesn't mean you have to do it alone. Get access to a community of like-minded sales professionals and premium sales training at an affordable price.
Work together. Get help motivating your team, saving pipeline, and arming your reps with fresh prospecting tactics. Contact me to talk about training, coaching, and workshops.

Podcast 25: You can't afford not to be memorable in sales with Jay Baer

Thu, 14 May 2020 00:00:00 GMT

Show notes

Jay Baer is a 7th-generation entrepreneur, author of 6 best-selling business books, and founder of 5 multi-million dollar companies. In this episode, we talk about how to stand out as a sales professional, Talk Triggers, and how to move beyond solutions selling.

Connect with Jay on LinkedIn here, check out Talk Triggers here and check out Convince & Convert here.

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging framework for increasing response rates, setting more meetings, and closing more deals from your cold emails and cold calls.
Join the Community. Prospecting is hard, but that doesn't mean you have to do it alone. Get access to a community of like-minded sales professionals and premium sales training at an affordable price.
Work together. Get help motivating your team, saving pipeline, and arming your reps with fresh prospecting tactics. Contact me to talk about training, coaching, and workshops.

Podcast 24: How feelings drive your prospect's decisions with Todd Caponi

Tue, 12 May 2020 00:00:00 GMT

Show notes

Todd Caponi is the author of the best-selling book, The Transparency Sale. At his company, Sales Melon, he trains and speaks to some of the top companies around the world about how to use science and psychology to increase their sales.

In this episode, we talk about empathy, how people are wired to resist being sold, and why feelings drive your prospect's decision-making. He's also a 7x sales executive and brings in a ton of great experience from his past roles.

Connect with Todd on LinkedIn, check out the Transparency Sale here, and check out his website here.

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging framework for increasing response rates, setting more meetings, and closing more deals from your cold emails and cold calls.
Join the Community. Prospecting is hard, but that doesn't mean you have to do it alone. Get access to a community of like-minded sales professionals and premium sales training at an affordable price.
Work together. Get help motivating your team, saving pipeline, and arming your reps with fresh prospecting tactics. Contact me to talk about training, coaching, and workshops.

Podcast 23: Selling from the heart with Larry Levine

Thu, 07 May 2020 00:00:00 GMT

Show notes

Larry Levine is the author of Selling From the Heart and co-founder at Social Sales Academy. In this episode, we talk about how to humanize sales, adding a heart-set to your sales arsenal, and how to ask for feedback from your customers.

Connect with Larry here on LinkedIn and check out Selling From the Heart here.

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging framework for increasing response rates, setting more meetings, and closing more deals from your cold emails and cold calls.
Join the Community. Prospecting is hard, but that doesn't mean you have to do it alone. Get access to a community of like-minded sales professionals and premium sales training at an affordable price.
Work together. Get help motivating your team, saving pipeline, and arming your reps with fresh prospecting tactics. Contact me to talk about training, coaching, and workshops.

Podcast 22: How to build a killer personal brand with Scott Ingram

Tue, 05 May 2020 00:00:00 GMT

Show notes

Scott Ingram is Account Director at Relationship One and founder at Sales Success Media where he hosts two podcasts and runs the Sales Success Summit. We talked about Scott's journey, why he's chosen to stay an individual contributor, and the importance of building your personal brand.

Connect with Scott Ingram on LinkedIn and check out his podcast, new book, and summit here.

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging framework for increasing response rates, setting more meetings, and closing more deals from your cold emails and cold calls.
Join the Community. Prospecting is hard, but that doesn't mean you have to do it alone. Get access to a community of like-minded sales professionals and premium sales training at an affordable price.
Work together. Get help motivating your team, saving pipeline, and arming your reps with fresh prospecting tactics. Contact me to talk about training, coaching, and workshops.

Podcast 21: Mindset of an elite sales performer with Tom Short

Thu, 30 Apr 2020 00:00:00 GMT

Show notes

Tom Short is Chief Growth Officer at Lappin180, a sales training firm that helps bring balance and trust back into the seller-buyer conversation and relationship. We talked about his time refereeing Kobe Bryant, what an elite mindset looks like, and a routine you can use to get in the zone every morning.

Connect with Tom and LinkedIn and check out Lappin180 here.

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging framework for increasing response rates, setting more meetings, and closing more deals from your cold emails and cold calls.
Join the Community. Prospecting is hard, but that doesn't mean you have to do it alone. Get access to a community of like-minded sales professionals and premium sales training at an affordable price.
Work together. Get help motivating your team, saving pipeline, and arming your reps with fresh prospecting tactics. Contact me to talk about training, coaching, and workshops.

Podcast 20: Selling against your toughest competitors with Darryl Praill

Tue, 28 Apr 2020 00:00:00 GMT

Show notes

Darryl Praill is CMO at VanillaSoft, a sales engagement platform that gives sales teams the tools they need to engage, qualify, and close sales. We talked about selling against your competition, how to advise your customers around COVID-19, and real vs. fake empathy.

Connect with Darryl on LinkedIn and check out the VanillaSoft here.

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging framework for increasing response rates, setting more meetings, and closing more deals from your cold emails and cold calls.
Join the Community. Prospecting is hard, but that doesn't mean you have to do it alone. Get access to a community of like-minded sales professionals and premium sales training at an affordable price.
Work together. Get help motivating your team, saving pipeline, and arming your reps with fresh prospecting tactics. Contact me to talk about training, coaching, and workshops.

Podcast 19: Empathy, cold calling, and objection handling with Sarah Brazier

Thu, 23 Apr 2020 00:00:00 GMT

Show notes

Sarah Brazier is an SDR at Gong.io. In this episode, she gives us a masterclass on empathy. We also talk about her approach (it's freakin' awesome) to cold calling and objection handling.

Connect with Sarah on LinkedIn here and check out the Gong.io blog here.

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging framework for increasing response rates, setting more meetings, and closing more deals from your cold emails and cold calls.
Join the Community. Prospecting is hard, but that doesn't mean you have to do it alone. Get access to a community of like-minded sales professionals and premium sales training at an affordable price.
Work together. Get help motivating your team, saving pipeline, and arming your reps with fresh prospecting tactics. Contact me to talk about training, coaching, and workshops.

Podcast 18: Triple threat prospecting with Alexine Mudawar

Tue, 21 Apr 2020 00:00:00 GMT

Show notes

Alexine Mudawar is an Account Executive LogicGate. In this episode, we talk about her triple threat prospecting approach, how to multi-thread your approach early on in the sales process, and messaging best practices.

Connect with Alexine here on LinkedIn.

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging framework for increasing response rates, setting more meetings, and closing more deals from your cold emails and cold calls.
Join the Community. Prospecting is hard, but that doesn't mean you have to do it alone. Get access to a community of like-minded sales professionals and premium sales training at an affordable price.
Work together. Get help motivating your team, saving pipeline, and arming your reps with fresh prospecting tactics. Contact me to talk about training, coaching, and workshops.

Podcast 17: Building your story stack with Rajiv Nathan

Thu, 16 Apr 2020 00:00:00 GMT

Show notes

Rajiv Nathan is a good friend and founder of Startup Hypeman. He helps startups with their sales and marketing presentation development, demo call reviews, creative outbound techniques, and category creation & leadership.

Connect with Rajiv Nathan on LinkedIn, listen to Startup Hypeman, check out Rajiv's website here, and listen to Raj's Fresh Prince rap here

Subscribe and leave a review

More ways to get help with your prospecting

More podcasts. Listen for more killer tips and interviews on everything prospecting and sales.
Reply Method Guide. A proven messaging framework for increasing response rates, setting more meetings, and closing more deals from your cold emails and cold calls.
Join the Community. Prospecting is hard, but that doesn't mean you have to do it alone. Get access to a community of like-minded sales professionals and premium sales training at an affordable price.
Work together. Get help motivating your team, saving pipeline, and arming your reps with fresh prospecting tactics. Contact me to talk about training, coaching, and workshops.

Podcast 16: Leading through crisis with Scott Leese

Tue, 14 Apr 2020 00:00:00 GMT

Show notes

Scott Leese is a 6x VP of Sales and now consults and helps companies focused on scaling from $0 - $25m Annual Recurring Revenue. We talked about what it means to be a great leader right now and how to adjust your sales messaging.

Connect with Scott here on LinkedIn, listen to the Surf & Sales Podcast, check out the Surf & Sales Conference, and check out Scott's website here.

Subscribe and leave a review

More ways to grow your outbound sales

More podcasts. Listen for more killer tips and interviews on everything outbound.
#dailyprospectingtips. Follow for daily content to help you grow your sales pipeline.
Reply Method Guide. A proven messaging framework for increasing response rates, setting more meetings, and closing more deals.
Work together. Contact me to learn about workshops, training, and coaching to help increase your team's outbound sales.

Podcast 15: Rethink the way you sell with Jeff Bajorek

Thu, 09 Apr 2020 00:00:00 GMT

Show notes

Jeff is a good friend and I'm super stoked we got to jam on the current state of sales, why "being positive" is bad advice, and how to rethink the way you sell.

Connect with Jeff on LinkedIn here, check out his podcast, and check out his website here.

Subscribe and leave a review

More ways to grow your outbound sales

More podcasts. Listen for more killer tips and interviews on everything outbound.
#dailyprospectingtips. Follow for daily content to help you grow your sales pipeline.
Reply Method Guide. A proven messaging framework for increasing response rates, setting more meetings, and closing more deals.
Work together. Contact me to learn about workshops, training, and coaching to help increase your team's outbound sales.

Podcast 14: A mind for sales with Mark Hunter

Tue, 07 Apr 2020 00:00:00 GMT

Show notes

Mark is one of my favorite authorities on sales. He works with the most successful companies out there and in this episode he shares his best tips for building your sales swagger.

Connect with Mark on LinkedIn here and check out his new book A Mind for Sales here.

Subscribe and leave a review

More ways to grow your outbound sales

More podcasts. Listen for more killer tips and interviews on everything outbound.
#dailyprospectingtips. Follow for daily content to help you grow your sales pipeline.
Reply Method Guide. A proven messaging framework for increasing response rates, setting more meetings, and closing more deals.
Work together. Contact me to learn about workshops, training, and coaching to help increase your team's outbound sales.

Podcast 13: Radical transparency in prospecting with Sarah Drake

Thu, 02 Apr 2020 00:00:00 GMT

Show notes

Transparency is not something you hear about a lot in sales. Especially when it comes to prospecting. Sarah Drake shares what it means to be transparent in your outreach and gets really tactical with how she approaches cold emails and cold calls.

Connect with Sarah on LinkedIn here and check out Directive here.

Subscribe and leave a review

More ways to grow your outbound sales

More podcasts. Listen for more killer tips and interviews on everything outbound.
#dailyprospectingtips. Follow for daily content to help you grow your sales pipeline.
Reply Method Guide. A proven messaging framework for increasing response rates, setting more meetings, and closing more deals.
Work together. Contact me to learn about workshops, training, and coaching to help increase your team's outbound sales.

Podcast 12: Empathy and self-esteem in sales w/ Liston Witherill

Tue, 31 Mar 2020 00:00:00 GMT

Show notes

Empathy is all the rage right now in prospecting. But no one is really talking about what that looks or sounds like. Liston also digs into self-esteem and its importance as a sales professional.

Connect with Liston on LinkedIn here and check out Serve Don't Sell here.

Subscribe and leave a review

More ways to grow your outbound sales

More podcasts. Listen for more killer tips and interviews on everything outbound.
#dailyprospectingtips. Follow for daily content to help you grow your sales pipeline.
Reply Method Guide. A proven framework for increasing response rates, setting more meetings, and closing more deals.
Work together. Get help increasing your team's outbound sales. Contact me to learn new strategies for crushing your revenue targets this year.

Podcast 11: Sunk cost fallacy and what to expect moving forward

Mon, 30 Mar 2020 00:00:00 GMT

Show notes

Subscribe and leave a review

More ways to grow your outbound sales

More podcasts. Listen for more killer tips and interviews on everything outbound.
#dailyprospectingtips. Follow for daily content to help you grow your sales pipeline.
Reply Method Guide. A proven framework for increasing response rates, setting more meetings, and closing more deals.
Work together. Get help increasing your team's outbound sales. Contact me to learn new strategies for crushing your revenue targets this year.

Podcast 10: Coronavirus Part 4 - Practical working from home advice #DailyProspectingTips

Fri, 27 Mar 2020 00:00:00 GMT

Show notes

Join the the conversation on LinkedIn here.

Subscribe and leave a review

More ways to grow your outbound sales

More podcasts. Listen for more killer tips and interviews on everything outbound.
#dailyprospectingtips. Follow for daily content to help you grow your sales pipeline.
Reply Method Guide. A proven framework for increasing response rates, setting more meetings, and closing more deals.
Work together. Get help increasing your team's outbound sales. Contact me to learn new strategies for crushing your revenue targets this year.

Podcast 9: Coronavirus Part 3 - Be helpful to your prospects #DailyProspectingTips

Thu, 26 Mar 2020 00:00:00 GMT

Show notes

Join the the conversation on LinkedIn here.

Grab the slides here.

Subscribe and leave a review

More ways to grow your outbound sales

More podcasts. Listen for more killer tips and interviews on everything outbound.
#dailyprospectingtips. Follow for daily content to help you grow your sales pipeline.
Reply Method Guide. A proven framework for increasing response rates, setting more meetings, and closing more deals.
Work together. Get help increasing your team's outbound sales. Contact me to learn new strategies for crushing your revenue targets this year.

Podcast 8: Coronavirus Part 2 - Empathize with your prospects #DailyProspectingTips

Wed, 25 Mar 2020 00:00:00 GMT

Show notes

Join the the conversation on LinkedIn here.

Grab the slides here.

Subscribe and leave a review

More ways to grow your outbound sales

More podcasts. Listen for more killer tips and interviews on everything outbound.
#dailyprospectingtips. Follow for daily content to help you grow your sales pipeline.
Reply Method Guide. A proven framework for increasing response rates, setting more meetings, and closing more deals.
Work together. Get help increasing your team's outbound sales. Contact me to learn new strategies for crushing your revenue targets this year.

Podcast 7: Thought leadership and outbound trends w/ Jake Javorgan

Tue, 24 Mar 2020 00:00:00 GMT

Show notes

Over the last few years, thought leadership has come to the forefront of the sales world. But what is it exactly? Today's guest, Jake Jorgovan, gives us his definition and how leveraging the knowledge from real thought leaders can set your sales approach apart.

Check out these links to find out more about Jake, Lead Cookie and Content Allies!

PLUS! Jake shares his expertise on the significant changes in out-bound and prospecting, and how you can take advantage of it by choosing quality over quantity.

Subscribe and leave a review

More ways to grow your outbound sales

More podcasts. Listen for more killer tips and interviews on everything outbound.
#dailyprospectingtips. Follow for daily content to help you grow your sales pipeline.
Reply Method Guide. A proven framework for increasing response rates, setting more meetings, and closing more deals.
Work together. Get help increasing your team's outbound sales. Contact me to learn new strategies for crushing your revenue targets this year.

Podcast 6: Coronavirus Part 1) Change your attitude #DailyProspectingTips

Mon, 23 Mar 2020 00:00:00 GMT

Show notes

Join the conversation on LinkedIn here.

Grab the slides here.

Subscribe and leave a review

More ways to grow your outbound sales

More podcasts. Listen for more killer tips and interviews on everything outbound.
#dailyprospectingtips. Follow for daily content to help you grow your sales pipeline.
Reply Method Guide. A proven framework for increasing response rates, setting more meetings, and closing more deals.
Work together. Get help increasing your team's outbound sales. Contact me to learn new strategies for crushing your revenue targets this year.

Podcast 1: Remove the surprise from your cold calls #DailyProspectingTips

Wed, 11 Mar 2020 00:00:00 GMT

Show notes

Join the the conversation on LinkedIn here.

Subscribe and leave a review

More ways to grow your outbound sales

More podcasts. Listen for more killer tips and interviews on everything outbound.
#dailyprospectingtips. Follow for daily content to help you grow your sales pipeline.
Reply Method Guide. A proven framework for increasing response rates, setting more meetings, and closing more deals.
Work together. Get help increasing your team's outbound sales. Contact me to learn new strategies for crushing your revenue targets this year.

Podcast 5: Put yourself in the prospect's shoes #DailyProspectingTips

Wed, 11 Mar 2020 00:00:00 GMT

Show notes

Join the the conversation on LinkedIn here.

Subscribe and leave a review

More ways to grow your outbound sales

More podcasts. Listen for more killer tips and interviews on everything outbound.
#dailyprospectingtips. Follow for daily content to help you grow your sales pipeline.
Reply Method Guide. A proven framework for increasing response rates, setting more meetings, and closing more deals.
Work together. Get help increasing your team's outbound sales. Contact me to learn new strategies for crushing your revenue targets this year.

Podcast 3: Bottom-up? Or top-down? #DailyProspectingTips

Wed, 11 Mar 2020 00:00:00 GMT

Show notes

Join the conversation on LinkedIn here.

Subscribe and leave a review

More ways to grow your outbound sales

More podcasts. Listen for more killer tips and interviews on everything outbound.
#dailyprospectingtips. Follow for daily content to help you grow your sales pipeline.
Reply Method Guide. A proven framework for increasing response rates, setting more meetings, and closing more deals.
Work together. Get help increasing your team's outbound sales. Contact me to learn new strategies for crushing your revenue targets this year.

Podcast 4: "Cold calling is dead!" #DailyProspectingTips

Wed, 11 Mar 2020 00:00:00 GMT

Show notes

Join the conversation on LinkedIn here.

Subscribe and leave a review

More ways to grow your outbound sales

More podcasts. Listen for more killer tips and interviews on everything outbound.
#dailyprospectingtips. Follow for daily content to help you grow your sales pipeline.
Reply Method Guide. A proven framework for increasing response rates, setting more meetings, and closing more deals.
Work together. Get help increasing your team's outbound sales. Contact me to learn new strategies for crushing your revenue targets this year.

Podcast 2: Personal branding and LinkedIn plays with Morgan Ingram

Wed, 11 Mar 2020 00:00:00 GMT

Show notes

Wrestling superstars, music sensations, and top sales leaders all have one thing in common...they've built a unique personal brand. If you've ever been scared of or confused by the prospect of building a personal brand today's guest Morgan Ingram is here to give you real advice about presenting the most helpful and excellent parts of yourself to the people that can buy from you.

Experience Morgan Ingram's personal brand and learn more about him here.

PLUS! Morgan shares practical tips you can use to build your LinkedIn following including why you shouldn't be looking at what your connections are posting but what they are liking.

Visit outboundsquad.com today for more ways to grow your outbound sales.

Subscribe and leave a review

More ways to grow your outbound sales

More podcasts. Listen for more killer tips and interviews on everything outbound.
#dailyprospectingtips. Follow for daily content to help you grow your sales pipeline.
Reply Method Guide. A proven framework for increasing response rates, setting more meetings, and closing more deals.
Work together. Get help increasing your team's outbound sales. Contact me to learn new strategies for crushing your revenue targets this year.

[Playbook] Outbound With AI: How to pack your pipeline full of qualified meetings and opportunities

Wed, 15 Jul 2015 00:00:00 GMT

This episode is the audio from our recent webinar on outbound with AI. ⁠Andy Mewborn⁠ from ⁠Distribute⁠ joined us to share how some of the most elite sales teams in the world (at Shopify, Gong, Zoom, and more) use AI to book meetings.

Check out more free content and get coaching at https://outboundsquad.com.⁠

Why your outbound messaging doesn't land

Fri, 12 Aug 0225 00:00:00 GMT

In this episode, Jason shares the levels of relevance in sales messaging and where you can use this to outbound and sell better.

Check out the show notes, more free content, and get coaching at https://www.outboundsquad.com/.