Account Plans: Stop wasting your time Yes, I'm talking to you. Stop spending 3 hours (or multiple days) creating an enterprise account plan for a completely cold account. It's an absolute waste of time. How to approach account planning: ⛔️ What's everything I could possibly find about this account?✅ What's the minimum I need in […]

Signs of a world-class sales org: Reps multi-thread the sh*t out of their deals Want some stats that'll blow your mind + double your win rate (literally)? Have your Ops team pull win rates based on: ✅ Avg # of attendees to 1st, 2nd, and 3rd sales calls Gong data is pretty conclusive on this […]

The worst AEs use customer stories that sound like this 👇 ⛔️ Amateur AEs: “I talk to _____ every day” We don't mean it. But we say things all the time to buyers that make us look and sound generic: "I talk to business owners every day who run into this challenge...""We help thousands of […]

There’s a lot of confusion on who owns the upsell, cross-sell, and renewal. If you think it’s confusing for your sales org…imagine what it feels like for your customer. ⛔️ The problem Customer: "Dude, I've gotten 3 emails from your team and a BDR calling me every week. WTF?" Your hard earned customers are getting […]

One of my clients Armis is hiring for tons of roles right now. Here's why you should consider joining their team: ✅ They're a 🚀 Just crossed $200M ARR earlier this year. The journey from $100M ARR → $200M ARR took only 18 months. Armis just closed a $200M Series D round with a valuation […]

AI will most certainly replace 99% of the work it takes to create enterprise grade account plans. I can't believe how much time reps spend creating account plans. For one of my enterprise clients—AEs spend 1-2+ hours creating an account plan before they even begin reaching out. It's crazy and wildly inefficient. Here's the problem: […]

My good friend over at Zoom Garrett Grastion is hiring AEs 👇 Here's why you should consider joining his team: ✅ He's a top 1% sales manager He led Zoom's top sales team in 2023. The #1 AE in their segment was on his team. He has countless reps get to Champion's Circle (their President's […]

“As an Account Exec here — you'll get tons of inbound, channel, and SDR here. It's little, if any, outbound.” ☝️ Recruiters & sales leaders before 2022 I bet they're regretting saying that in 2024. Here's my thesis on why so many sales orgs are struggling with pipeline right now: ⛔️ Poor culture & expectation […]

I’ve never met an enterprise exec who takes meetings from cold emails... UNLESS: ✅ 1) You're a category leading brand Doesn't get acknowledged much. But it absolutely helps. You work with a peer? I recognize your brand? I've used this solution before? Massively increases your odds. At the least, they'll forward the email to the […]

There’s this fairy tale that the future of sales is… It's laughable really. Sales is THE best career out there. Hands down. The upside is higher than any other job. But that comes with a sacrifice: Just crush your quota? Let's increase it. This year was hard? Let's 2x next year. Oh cold calling is […]

If you're not using AI to eliminate 80%+ of the time you spend doing account research... What are you doing?! Here's a prompt I use to: 1) Find referencable triggers for outbound2) Prep for sales calls All in about 2-3 min (what would normally take 15-30 min of research time) ✅ ChatGPT prompt for account […]

My cold call pick-up rate is 22.2%. Here's what Jeff Bajorek and I are learning from daily cold calling: ✅ Optimize call times to maximize pick-up rates My best pick-up rate is 7:57am local time for the prospect. I catch them right before the workday starts. It's close enough to 8am that no prospect has […]

And another! Jeff Bajorek and I just wrapped up an outbound training with 165 Cross-Sell AEs at Shopify. I'll tell you what—you won't find a group that proactively works existing business as well as this one. Adding tons of value to existing customers vs. "checking in to see if you're ready to upgrade…" Shopify has […]

I've never met a world-class SDR who wanted to be a career SDR. It's extremely rare. This is a big problem because SDRs aren't being promoted fast enough right now. ⛔️ The SDR Promise of forever ago to 2022 ⛔️ The reality in 2024 Most sales orgs aren't growing as fast as they were in […]

11 things world-class sales development teams DO — and what the worst teams DON’T Insights from… → Outbound Squad's experience working with world-class teams at Gong, Shopify, Rippling, and more→ Orum's 2024 State of Sales Development report Commentary on how the best sales development teams… ✅ Use AI responsibly✅ Retain top talent SDRs✅ Align with […]

Just wrapped up an outbound training with 64 EMEA AEs & SDRs at Shopify. What a fun group! They really nailed the cold-calling portion of the training. Shopify has 20+ openings right now for SDRs, AEs, and leadership right now across the entire globe. Why you should consider joining their team: ✅ Shopify is an […]

An SVP of Sales with ~1,000 reps shared their biggest challenge with me: "I wish our reps were better at multi-threading." Here's what they're running into: ⛔️ Reps are single-threaded in a ton of deals ⛔️ Deals are in commit stages that really have no chance of closing due to lack of access to power […]

Some of the worst Account Executives have one thing in common... Buyers don't feel comfortable answering their questions These AEs are mostly doing the right thing: - They're asking lots of questions - They're digging into priorities - They're asking about problems - They're not pitching too much etc But prospects just don't open up […]

The slides from my talk at Outbound@Inbound with Orum & SellBetter last week 👇 15 actionable tactics my clients have used to: 1) Increase outbound sourced opps by 20-40% quarter over quarter 2) Get AEs self-sourcing more pipeline 3) Help cut through the clutter and get the attention of execs Here's the deck.

I have a crazy hiring idea for reps & sales leaders "Try before you hire" This will: 1) Reduce the risk of a bad hire 2) Reduce the amount of "free work" you ask candidates to do before hiring them (this turns good talent away) Here's how it works 👇 Try before you hire

Specialization is getting too out of hand in tech sales. Here's why you should NOT create specialized inbound vs. outbound SDR teams 👇 Specialization has gone too far

Here are two quick cold email hacks to: 1) Make your cold emails look less like AI-written templates 2) Write cold emails in half the time 3) 2-3x positive reply rates 👇 Making cold emails more conversational

In the last two years, Outbound Squad has consulted with and trained 61 sales teams. - A few thousand reps - Dozens of sales leaders - Over a hundred VPs of Sales - About 50 CROs Here's what I've learned from the best (and worst) sales teams to help you finish 2024 strong 👇 Client […]

"Business problems are personal problems in disguise." -Michael Port Here's how personal problems get in the way of building more pipe and closing more deals 👇 Business problems

Armand Farrokh wrote a post last week calling out AEs... "Stop being a lazy buffoon waiting for hand-delivered Michelin Star leads." I don't totally agree with this take because more often than not—I see the opposite problem. A poorly set meeting by an SDR who expects the AE to be a miracle worker. Here's my […]

The ceiling of your outbound success is your company’s marketing engine. The future of outbound is... Drumroll...wait for it... Getting back to basics: sales & marketing alignment. My clients who experience the best outbound results have world-class marketing teams. And here's how they work better together to massively increase outbound success. 👇 ✅ 1) Customer […]

WFH vs. in-office I see a lot of debate in this area: - What reps prefer - What leaders prefer - What is better for your mental health But NOTHING around what's more effective in-person vs. hybrid vs. remote sales jobs on: - Quota attainment - Retention - Ramp time etc. I have a lot […]

My face when I hear sales leaders say: “We don’t want our AEs to outbound, their time is too valuable.” Here are 3 reasons why this thinking is dangerous: ⛔️ 1) Entitled Culture Self-sourcing will always be a must. The SDR : AE ratio in your sales org will never be perfect. Marketing can ebb […]

The best AEs I know use this two-part strategy to: 1) Drive double-digit replies from their sequences 2) Self-source a sh*t ton of meetings 3) Avoid wasting time on bad-fit prospects 👇 AE Self-Sourcing Sequence

Losing competitive deals? Stop over-indexing on: ⛔️ Features & functionality differences ⛔️ Logos you've worked with ⛔️ Pricing differences And double down on these things instead 👇 How Well Do You Sell? P.S. check out the full episode on 30 Minutes to President's Club here.  

These two negotiating strategies help me turn $50k deals into $250k+ deals 👇 Two negotiating tips.

Most productivity advice (especially on morning routines) is totally UNREALISTIC. No one has time for an hour-long morning routine that takes 21 steps. Especially if you have kids. Here's how I have my best week every week: ✅ Do something hard and physical first thing Monday morning Monday morning sets the tone for the rest […]

Sales Managers: Don't expect your AEs to cold call if you don't know how to. This kills me. Every week, I meet with leaders asking their reps to do more pipegen. Make more calls. Send more emails. But they never participate with the reps. And they couldn't do it themselves if their lives depended on […]

Enterprise meetings REQUIRE enterprise effort. If you want to: - Land meetings with enterprise execs - Move your org up-market into bigger enterprise deals You don't deserve the meeting unless you invest enterprise effort. Sending "personalized" cold emails isn't good enough. Pointing out something from a quarterly report isn't good enough. You need to make […]

Feeling burned out? In a slump? I caught up with a rep and friend last week. He's in a slump. Things aren't going his way. He's feeling uninspired, etc. I've never met a top rep, senior exec, or a successful business owner this doesn't happen to. These are two simple tips that I gave this […]

Call me crazy—but a good sales cycle has both phone calls and virtual calls. From a relationship building standpoint, I can accomplish in 10-15 min. over the phone what could take multiple virtual calls. I was texting back and forth last week with a current client. We're putting together a second phase of training for […]

3 sales calls canceled same day on me last Thursday. My thinking? You can whine about it. Or you can do something about it. What's important is how you maximize the time you get back. Here's what I did: ✅ Re-engaged with three old clients I found three clients I haven't spoken with in months. […]

A voicemail script you can start using ASAP to: 1) Double your cold email reply rate 2) Increase future cold call pick-up rates by 25+ 👇 Voicemails Are you using this strategy?  

Outbound mistake: Underestimating the power of brand recognition 👇 Most sales teams focus way too much time of their outbound efforts on the coldest leads. - The org builds a huge list of named accounts - Named accounts are assigned to territories - Reps choose the coolest sounding logos showing intent - Then SDRs/AEs start […]

Want to increase win rates? Focus less on sales training—and more on marketing. 👇 If you're like most sales teams right now: - Sales cycles have lengthened by 40% since 2020 (Vendr) - The # of stakeholders in deals increased by 25% YoY in 2023 (Pavillion/Ebsta) - Avg. deal sizes are down by 22% (Capchase) […]

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 […]

How Brooksource's 180+ AEs self-source pipeline (with zero SDR support) and convert cold calls at 35% 👇 Brooksource doesn't sell SaaS. They sell professional services. For my tech sales teams out there—we can learn a lot from how they outbound. Their AEs self-source 100% of their pipeline. Zero SDR support. And they close big enterprise […]

Running competitor takedown campaigns? Don't make these mistakes 👇 Let's get a list of every target account using a competitor. Then go directly at them talking about how much better we are. Sounds great in theory, right? But rarely—I mean, you're getting lucky—if that approach works for your sales org. A company will only switch […]

Marketing and product should not be creating personas for sales. Here's why... 👇 Marketing is great at 1:many communication: - Content- Conversion (website, landing pages, etc.)- Paid campaigns But sales is all about 1:1 conversations: - Outbound emails & calls- Discovery conversations- Demos- Negotiationsetc. 1:many language doesn't translate well into sales conversions. If you rely […]

Marketing shouldn't write cold email sequences. Here's why... 👇 I said this before, and I'll say it again: I love my marketers out there. And I consider myself a marketer. But marketers have to stop writing cold emails. Whenever I see a poorly performing sequence—the first think I ask is who wrote them. And almost […]

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          

Outbound SDR teams should not report to marketing. Here's why... 👇 I love my marketers out there. I've sat in the seat before. And consider myself a marketer. But I've NEVER seen a marketing-created sequence with a reply rate higher than .5%. This isn't about egos and whether marketing or sales is more important. It's […]

“Send me an email.” Here’s how to handle this objection: ✅ Step 1: Reality check Once you hang up the phone, the success rate of landing a meeting goes down dramatically. There’s literally <1% success rate of sending an email that blows the socks off your prospect so much they respond with: “KILLER email! Yes, […]

CROs: Run this outbound play to break into massive accounts 👇 Most CROs don't engage in deals. Or help reps break into ent/strat accounts. I've never been a CRO before—so I can't tell you whether that's good or bad. You have a lot of responsibilities as a CRO. But, I recently met a CRO who […]

"We don't give our AEs outbound activity requirements. We don't want to micromanage them." Sales leaders, the pendulum has swung way too far in the opposite direction. AE Self-Sourcing doesn't have to live in these two extremes: ⛔️ Too much micromanagement: Every AE is required to hit a daily activity target, regardless of how well […]

Lesson from Garrett Graston, Zoom's 2023 top sales manager 👇 Be relentless about prioritizing your time. It's easy to get into a rhythm where most of your week is: - Spent in internal meetings- Running reports- Traveling- Putting out fires A big part of what makes Garrett so successful is looking at his week through […]

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 […]

The next 2-3 months will make or break your year. Here's a strategy for getting off to a strong start in H2 👇 ⛔️ Bad strategy: Keep working account list from top to bottom✅ Good strategy: Cherry-pick the top 20% The 80/20 rule is your best friend if you want a quick start to the […]

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.

Win rates drop by 27% when reps focus too much on ROI Here's what to do instead 👇 Use relevant before/after customer stories. The catch is that these stories have to be similar companies, in similar stages, of a similar size, etc. And the rep has to know the story inside and out. The problems? […]

"Our BDRs have Outreach licenses, but our AEs don't. And we expect our AEs to self-source 30-50% of their pipeline." ☝️ This is more common than you'd imagine. Are you evaluating new sales tech & renewals for H2 2024 and 2025? Don't make these mistakes. ⛔️ 1) Not investing in sales engagement tools for AEs […]

Enablement Leaders: Don't confuse consumption for competence. Watching onboarding videos, attending training sessions, and acing quizzes don't equate to better sales outcomes. I met with a sales leadership team a few weeks ago that's really struggling with pipeline. They have hundreds of reps. Very experienced leaders. And decent-sized enablement team. But their reps didn't know […]

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 […]

Saying "sorry" in a cold call is unacceptable. Remove this word from your vocabulary. Prospects don’t need apologies. They need acknowledgement. You’re not doing anything wrong. You didn’t hurt the prospect. And you immediately lower your status by being overly apologetic. Now, acknowledgment shows self-awareness. That you understand people don’t like being on the receiving […]

Sure, cold email is hard right now. But dude, we gotta stop playing the blame game. It's not because of poor deliverability rates. It's not because of spam filters. And it's not because people don't use email anymore. It's because your email probably sucks. You use copy/paste templates. Sending the same emails to multiple people […]

Multi-threading: ⛔️ 80% of reps lose deals because they’re scared to do it ⛔️ 15% of reps lose deals because they absolutely suck at it ✅ 5% of reps win massive deals because they’ve mastered it Here’s how to get to power (without p*ssing off your champion) 👇 The Ultimate Guide to Multi-Threading P.S. Join […]

2024 H2 pipeline looking thin? Need your team to generate more pipe? Successful PipeGen is not: ⛔️ A one-time enablement session⛔️ Bringing in a keynote speaker⛔️ Purchasing more software Successful PipeGen is: ✅ More than a one-time training event → It's an ongoing program with an owner and clear metrics ✅ More than a motivational […]

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 […]

Sales Managers: Don't expect your AEs to cold call if you don't know how to. This kills me. Every week, I meet with leaders asking their reps to make cold calls. But they straight-up suck at cold calling. No prospect would ever take a meeting with them. THIS DOESN'T WORK. This is a culture of […]

Trying to get your AEs to self-source more pipeline? Stop giving them arbitrary activity requirements. "Mandatory 30 activities per day""Mandatory 25 cold calls + 5 personalized emails per day""Mandatory 200 outbound activities per day" No one became an AE to be micromanaged. And an arbitrary number has no meaning. There's no "why." Instead, help every […]

The future of outbound is not: ⛔️ Turning SDRs into "influencers" or "thought leaders"⛔️ AI written cold emails⛔️ Any single channel being dead (phone, email, or social)⛔️ AEs relying on marketing & SDRs to hit their number The future of outbound is: ✅ Making the SDR role less "smile & dial" and more strategic Sales […]

AE Self-Sourcing: 3 strategies to self-source more pipe 👇 The need for AE self-sourcing continues to grow. Get used to a world in 2024 and beyond where most AEs must source 40-50%+ of their pipeline to hit or exceed target. Here are three simple strategies to implement with your team this month: ✅ #1: Leverage […]

Trend I'm seeing: WAY too much enablement on process & not enough on skill improvement It's the #1 reason why pipe gen is down right now. And why win rates are so low. You've been there. Sitting through days of onboarding. Or hours every week of meaningless training calls on process, product updates, etc. But […]

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

Want your AEs to self-source more pipe? Stop providing little to no: ⛔️ Training & enablement Outbounding and selling are two different skills. 80%+ of reps are not good at both. Don't expect AEs to pick up the phone without a great talk track. Don't expect responses to their emails without solid email coaching. AEs […]

"Our prospects get hammered with a qualification call from an SDR. Then they complain about getting asked the same questions again by the AE." ☝️ I'm still hearing this from sales leaders. In 2024! Here’s my issue with SDRs running a separate qualification call: It’s a TERRIBLE customer experience. Here’s what you’re doing to the […]

How to build a bad*ss outbound playbook (in 5 steps) - To get your AEs self-sourcing more pipe- To get SDRs landing higher-quality meetings- To get your team off the sales roller coaster Already have a playbook? Use this checklist to beef it up. ✅ 1) Assemble the team Enablement should facilitate this process, but […]

Messaging isn't a sexy topic. But poor messaging is likely why outbound doesn't work for you. Common messaging mistakes: ⛔️ Creating outbound messaging in a silo Mistake: A lone BDR leader, sales exec, or marketing exec creates all the cold call talk tracks and email sequences by themselves. Impact: Messaging sounds generic and has too […]

The unhappy path to quota: ⛔️ Work account list from top to bottom⛔️ Work a ton of smaller deals⛔️ Waste a lot of time chasing unqualified deals The happy path to quota: ✅ Work accounts most likely to engage✅ Work a balance of large and small deals✅ Invest all your energy into qualified deals This […]

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 […]

A take on the future of outbound: ⛔️ Specialization of roles (SDRs vs. AEs, etc.)✅ Specialization of channels (phone vs. LinkedIn vs. email) Mark Kosoglow shared this take in PipeGen live last week. He shared an example from his time at Catalyst: - SDRs didn't manage their own LinkedIn inboxes- A "social coordinator" took on […]

Call Reluctance: Most AEs won't admit they have it. But nearly every sales leader I speak with says half their AEs don't pick up the phone because of it. Call reluctance happens for two reasons: ⛔️ 1) Lack of enablement Of course I'll be timid about calling if I haven't been taught how. There's still […]

2024 H2 pipeline is alarmingly thin for many sales orgs right now. I had two calls in the past few weeks with entire orgs well below 3x pipeline coverage. And they're getting a lot of resistance from AEs: "This is marketing's job.""This is our BDR's job.""I don't have time for PG, I'm working deals." This […]

The SDR model isn't dead. But it needs to evolve—quick. Here are a few ways the SDR model is evolving: ✅ Hiring industry vets and paying really well I see this in niche, industry-specific solutions. Example: A solution for the largest commercial construction contractors in North America. They hire reps with 5+ years of experience […]

My take on AI in sales: ✅ Extra set of hands⛔️ Not an extra brain (yet) I've tested dozens of AI solutions: ▶︎ Cold email writing Great at scoring and editing cold emails. But not at writing them from scratch. Way more work to use prompts than writing yourself. ▶︎ Conversational Intelligence Great at summarizing […]

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

Common outbound advice: "Start at the C-suite and work your way down." Is this approach not working for you? Try this instead: Find gatekeepers holding the keys to non-obvious entry points in the account Sure, we'd all love to start sales cycles at the very top. But most executives get hundreds of emails every day. […]

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

"I couldn't do outbound today because..." ☝️ Making this excuse as an AE? Hearing this from your reps as a sales leader? This is the #1 challenge I hear from every sales leader I meet with. Here's where the Get Sh*t Done (GSD) session comes in. Steal this framework to: ✅ Waste less time chasing […]

Prospects rescheduling? Here's how to make sure you don't get ghosted. 👇 We've all been there. A prospective buyer needs to reschedule a sales call for whatever reason. Someone no shows a meeting. An internal fire is happening. This happened to me several times this week. Here's how I reschedule to keep the momentum: ✅ […]

I've had half a dozen negotiation conversations in the last two weeks. Deals ranging from $25k-300k. And I'm reminded about why buyers negotiate. Before you discount in any form, confirm the following: 1) That you're vendor of choice (don't allow yourself to be price shopped)2) Find out the reason for the discount (maybe you can […]

"Is outbound dying?" In short: Yes I know, ironic coming from me. We've built our entire business around helping organizations with their outbound motion. But the data doesn't lie: → The avg. # of attempts per contact has nearly doubled from 7.3 in 2014 to 11.3 in 2022 (Bridge Group). And avg. # of quality […]

Have a funny feeling your cold emails aren't making it past the spam filter? This is a HUGE problem across sales teams right now. Take these 5 steps to improve cold email deliverability 👇 ✅ 1) Start with Mail-tester.com & MXToolBox Send a real cold email to Mail Tester. You'll get a score and a […]

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 […]

Sales Leader: "We're not sure if outbound will work for us." Me: "What's going on?" Sales Leader: "Our team's cold email reply rates are below 1%. And we're booking 1 out of every 37 cold call connects into a qualified meeting. It seems like our personas just don't respond to cold outreach." Me: "That sounds […]

Cold Calling: So your fancy permission-based opener worked...what next? Don't make this mistake 👇 Most reps at this point go for the pitch. Which usually includes a "value prop" that sounds like this: ❌ Value Prop: What not to do ❌ Rep: "Can I get 30 seconds to tell you the reason for my call?" […]

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

I set 9 meetings in 2 hours last week using this strategy 👇 Engaging Previous Champions Here's why this works: - I've trained 3,500+ reps across dozens of sales teams in the last 5+ years- The avg. rep/leader changes jobs every ~2 years- That's dozens of new opportunities every year with people I've already done […]

How Sara Plowman self-sources a ton of meetings through cold calling 👇 ✅ Cheeky Opener There's no such thing as a magic cold call opener. But Sara has fun with the intro and does something a little different. "Hi Jason, this is Sara with ________. What did I catch you in the middle of?" "Hi […]

Struggling to will yourself into making more cold calls? Try this hack from Armand Farrokh 👇 The hardest part of cold calling is getting started. It's just like working out—the hardest part is showing up. So here's the hack: Remove every obstacle in the way of getting started. And separate those tasks from the cold […]

If you want credit for the good—you have to take responsibility for the bad. Here's what to do when you drop the ball: 👇 This happened between a senior SDR leader and a senior sales leader back in January. I was on the call, and it got awkward. The senior sales leader wouldn't take ownership […]

“How do I get my team of AEs to increase their outbound activity?” Here's how: 👇 I worked with a few sales leaders on this exact challenge in Q1. The conversation sounded like this: Sales Leader: "I rally my managers & directors every Monday to get the AEs to send more outreach." Me: "And then […]

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          

Cold Emails: Multiple questions/asks reduce reply rates by 26% (Lavender) Here's a simple way to increase cold email reply rates 👇 The cold email game right now is all about reducing friction. The more mental effort your prospect has to exert—the less likely they are to respond. The most common cold email mistakes are: ⛔️ […]

Using cold emails to invite prospects to webinars? Don't make these mistakes 👇 A rep sent me this webinar invite the other day. ⛔️ Here's where they missed the mark: → Subject line is too "markety" sounding, doesn't feel 1-to-1→ Email is too long to skim (148 words total)→ Way too much information→ Formatted like […]

"Should we outsource SDRs?" No, with rare exceptions. There's a reason why customer churn is high at most of the outsourced SDR shops. Outbound isn't as easy as paying $3-5k / month for a part-time SDR. And then expecting to see high-quality opportunities in 30-60 days. I've NEVER worked with a client that was happy […]

“My young reps don’t believe in using the phone.” 👆 From a recent convo I had with a sales leader. I had to challenge his thinking. Me: "Can I give you a different take? I don't believe this is a Gen Z thing. 'Young reps' aren't phone-averse because they grew up on texts and DMs. […]

The worst VP of Sales I've worked with: - Managers were scared of him - Could never get honest feedback from reps - Only lasted 10 months The best VP of Sales I've worked with: - Managers loved him - Always got honest feedback from reps - Been there for 3+ years and counting The […]

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 […]

Want to prevent an exec from multi-tasking on your sales call? Deliver "non-obvious insights" that challenge their status quo. Why? Because execs who learn something will: → Make time to attend future sales calls with you→ Invite more of their peers into future conversations→ Go to bat for you (especially with their boss) Insights build […]

"9 before 9" and "5 after 5" I'm a HUGE fan of Sara Plowman's cold calling motto: Here's how it works: - Make 9 cold calls before 9am - Make 5 cold calls after 5pm Pretty simple, right? This is a great approach for AEs to fit in call blocks. The data supports pick-up rates […]

How to vent: ❌ To who you report to❌ To who reports to you✅ To your peers (but tread cautiously) To clarify, venting is different from emotional dumping. Venting = Two willing participantsEmotional Dumping (complaining) = One willing participant Venting in moderation is healthy. Emotional dumping is not. Why should you care about this? When […]

How sales orgs. cause unnecessary turnover 👇 The Bridge Group's latest data shows: 30% = median annual AE turnover 50% = median annual SDR turnover Sales is about as Darwinian as it gets. But when you dig deeper into turnover, "voluntary" turnover is about 1/3 to 1/2 of the annual turnover. Reps are choosing to […]

  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          

"Our biggest gap is tactical 'how to do the job' outbound training" 👆 Sales leaders tell me this constantly. They've adopted a sales methodology. They're using a common messaging framework. And there's great enablement for "how to sell." But what's missing: 1) The sales methodology doesn't translate to outbound 2) The messaging framework hasn't been […]

"Our SDRs are fresh out of college and I'm an old fart—they don't really listen to me" Literally what a senior SDR leader shared with me last week 😂 This can be a major culture problem if not addressed. SDRs are typically in their first or second job out of college. Then they move on […]

    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

  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          

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          

  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          

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          

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, […]

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, […]

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 […]

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          

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, […]

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          

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 […]

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 […]

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          

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          

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 […]

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 […]

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          

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      

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      

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      

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      

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      

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      

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 […]

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      

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, […]

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      

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    

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      

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      

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    

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  

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  

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  

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

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

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

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 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

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

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

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.

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.

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.

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.

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.

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

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.

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.

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.

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

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.  

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 […]

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 […]

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.

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 […]

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 […]

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 […]

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 […]

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 […]

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. […]

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 […]

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 […]

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, […]

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  […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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  […]

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  […]

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 […]

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 […]

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 […]

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 […]

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 - […]

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 […]

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 […]

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: […]

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 […]

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 […]

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: Show Notes Page  Discovery Masterclass: How to run […]

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 […]

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? […]

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 […]

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, […]

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 […]

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 […]

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 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? […]

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 […]

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 […]

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 […]

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 […]

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, […]

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? […]

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 […]

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 […]

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: […]

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 […]

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 […]

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 […]

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 […]

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, […]

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 […]

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 […]

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: […]

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, […]

  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 […]

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 […]

  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 […]

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 […]

  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 […]

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, […]

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 […]

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 […]

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 […]

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, […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 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 […]

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 […]

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: Show Notes Page  Deliverability Checklist Here are […]

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 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? […]

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 […]

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? […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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: […]

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 […]

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 […]

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 […]

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: […]

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 […]

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 […]

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 […]

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 […]

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. […]

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 […]

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 […]

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 […]

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 […]

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 […]

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. […]

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. […]

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. […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 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 […]

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 […]

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 […]

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 […]

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™ […]

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 […]

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.  […]

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. […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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  […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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. […]

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 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.  […]

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™ […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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: Show Notes […]

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 […]

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 […]

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 […]

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 […]

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™ […]

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: Show Notes Page Reply Method Guide Subscribe and leave a review: iTunes Spotify […]

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 […]

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 […]

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: […]

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 […]

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: Show […]

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 […]

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: Show Notes Page Reply Method […]

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 […]

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: Show Notes Page Reply Method Guide Subscribe […]

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: Show Notes Page Reply Method Guide Subscribe and leave […]

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: Show Notes Page Reply Method […]

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: Show Notes Page Reply Method Guide Subscribe […]

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: Wingman Show Notes Page Reply Method Guide Subscribe […]

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 […]

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 […]

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 […]

  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. […]

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: Wingman (use coupon code “jbay” for 50% off your first 6 months) Show Notes Page […]

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: Wingman (use coupon code “jbay” for 50% off your first 6 months) Show Notes Page Reply Method Guide […]

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: Wingman (use coupon code “jbay” for 50% off your first 6 months) Show Notes Page […]

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 […]

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 […]

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 […]

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 […]

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 […]

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. […]

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 […]

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 […]

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. […]

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. […]

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 […]

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: New Sales 101 Interviewing 101 Connect with Calvin […]

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 […]

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, […]

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 […]

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 […]

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 […]

We’ve used these to get 35-65%+ open rates. ✅ Technique #1: Rule of 3 Mention three seemingly random things from your cold email ▶ Sustainability, Tom’s, 2020▶︎ Template: [personalization], [company name], [year] ✅ Technique #2: Be mysterious Create curiosity ▶︎ Hey Jason, I was researching Blissful Prospecting and…▶︎ Template: Hey [first name], I was researching […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 iTunes Spotify Stitcher […]

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 iTunes Spotify Stitcher TuneIn More ways to get help […]

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 […]

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 […]

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 […]

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 […]

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. […]

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 iTunes […]

Show notes Sunk cost fallacy Connect with me on LinkedIn here Check out the last webinar we did here on how to fill your pipeline during uncertain times Subscribe and leave a review iTunes Spotify Stitcher TuneIn More ways to grow your outbound sales More podcasts. Listen for more killer tips and interviews on everything […]

Show notes  Join the the conversation on LinkedIn here. Subscribe and leave a review iTunes Spotify Stitcher TuneIn 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 […]

Show notes Join the the conversation on LinkedIn here. Grab the slides here. Subscribe and leave a review iTunes Spotify Stitcher TuneIn 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 […]

Show notes Join the the conversation on LinkedIn here. Grab the slides here. Subscribe and leave a review iTunes Spotify Stitcher TuneIn 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 […]

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, […]

Show notes Join the conversation on LinkedIn here. Grab the slides here. Subscribe and leave a review iTunes Spotify Stitcher TuneIn 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 […]

Show notes Join the the conversation on LinkedIn here. Subscribe and leave a review iTunes Spotify Stitcher TuneIn 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 […]

Show notes Join the conversation on LinkedIn here. Subscribe and leave a review iTunes Spotify Stitcher TuneIn 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 […]

Show notes Join the conversation on LinkedIn here. Subscribe and leave a review iTunes Spotify Stitcher TuneIn 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 […]

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 […]

Show notes Join the the conversation on LinkedIn here. Subscribe and leave a review iTunes Spotify Stitcher TuneIn 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 […]

One of the big challenges of any business is building social proof. Maybe you're in a position where very few people in your industry know of you. You're hopping on sales calls and prospects have never heard of you. Or you have few or no case studies.  This was the case when we started Blissful […]

Many development teams dread cold outreach. It's labor-intensive. And rejection...it's like high school all over again. The easier way is to network and land introductions to decision-makers. I'm all for this approach—especially if it's producing a solid pipeline of corporate partners for you. Networking, referrals, and word of mouth should be a focal point of […]

Nonprofit development is tough work. "Too much to do and not enough time," is what we hear from a lot of development professionals. You have aggressive fundraising goals. Securing budget for your department is a constant battle. And you could probably use an extra person or two to help with development. If corporate partnerships are […]

We get this question from a lot of sales teams. A big challenge with cold email is the number of variables you're dealing with. It's hard to pinpoint what's wrong if you're not getting responses. Here's a checklist (using the REPLY Method linked here) you can use to fix cold emails that aren't working: 1️⃣ […]

It's usually because of a very specific reason. Most prospecting advice is very tactic-based. Don't get me wrong, tactics are essential. But sometimes we need to get back to the "why" of prospecting. Back to the basics. Why would a prospect want to hop on a call with a salesperson they don’t know to begin […]