Free Resources

Guides, templates, podcasts, and more to help you land more meetings and win more deals.

Podcast

Learn the stories, secrets, and skills of the world’s most successful sales professionals.
Listen Now

App & Tool Recommendations

Our favorite tools to help you be more productive, land more meetings, and win more deals.
Check It Out

Daily LinkedIn Posts

Follow Jason on LinkedIn for free sales content posted every weekday.
Check it out
Outbound Squad Resource Library
fEATURED
Podcasts
starter packs
27/02/2024
[Live Training] Discovery: How to shorten time to close in 2024

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, […]

20/02/2024
[Tactics] Mastering discovery with Janel Gallucci

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 […]

13/02/2024
[Live Training] The State of Cold Email in 2024

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          

06/02/2024
[Tactics] Cold Email: Subject line formulas for 40-50%+ open rates

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, […]

30/01/2024
[Live Training] Territory Planning: Steal this framework to find quick wins and hit quota in Q1

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          

23/01/2024
[Tactics] Territory Planning: Reverse-Engineer your way to success in 2024

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 […]

16/01/2024
[Live Training] The State of Cold Calling: Old school tactics that won't work in 2024

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 […]

09/01/2024
[Tactics] Cold Calling: How to increase pick-up rates and troubleshoot low meeting show rates

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          

03/01/2024
[Tactics] Cold Calling: How to nail the first 60 seconds (where 80% of reps fail)

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          

26/12/2023
The future of AI and sales with Vlad Oleksiienko

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 […]

19/12/2023
Creating more repeatability in your sales process with Matt Doyon

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 […]

12/12/2023
Nate Nasralla on how to build great champions

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          

05/12/2023
My journey as a front-line sales leader with Eric DeLaune

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      

28/11/2023
Mike Weinberg on how to succeed as a first-time manager

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      

21/11/2023
16 steps to repeatable sales with Kyle Vamvouris

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      

14/11/2023
Discovery: How to run a sales call that doesn’t feel like a sales call

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      

07/11/2023
How to build a world-class sales team with Alex Kremer

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      

31/10/2023
From PLG to sales-led growth with Molly McKinstry

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      

24/10/2023
How to master discovery, multi-threading, and more | Guest Appearance

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 […]

17/10/2023
Account Executives: Steal this framework to self-source 30%+ of your pipeline (without being a spammer)

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      

10/10/2023
AMA: Jason Bay Crashes 30 Minutes to President's Club | Guest Appearance

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, […]

03/10/2023
“Craft, Climb, Conquer”: Jason Bay’s Three C’s of Sales Leadership | Guest Appearance

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      

26/09/2023
How to Improve Your Cold Calls in 2023 | Guest Feature on Mailshake

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    

19/09/2023
How to go outbound for the first time | Guest Feature on Surf and Sales

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      

12/09/2023
MEDDPICC Master Class with David Weiss

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      

05/09/2023
Multi-threading, outbound, and much more | Guest feature on Make it Happen Mondays

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    

29/08/2023
John Barrows on the future of sales and how not to get replaced by AI

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  

22/08/2023
From Prospecting to Proposal: How LinkedIn, Terminus, and Salesloft use video to land meetings and close more deals

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  

15/08/2023
The Art and Science of Sales Enablement: Tips and Tactics from ZoomInfo

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  

08/08/2023
Lessons from a first-time CRO with Jeff Bajorek

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

01/08/2023
3 sales sins that make deals take 40%+ longer to close

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

25/07/2023
Steal this Framework to self-source 30%+ of your pipeline (without making hundreds of cold calls)

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

18/07/2023
The best objection handling tactics you’ll watch in 2023

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.  

11/07/2023
"This isn’t a priority”—3 data-backed discovery tactics to never lose deals for this reason again

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

04/07/2023
These (surprising) discovery tactics will help you win nearly all of your qualified opportunities

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

27/06/2023
How Orum’s enterprise AEs self-source 3-6 meetings every week

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

20/06/2023
Kyle Coleman on AI, multi-threading, and the death of the SDR

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.

13/06/2023
Mark Kosoglow on multi-threading and running tight sales cycles

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.

06/06/2023
ChatGPT and reducing buyer friction & bias with Kyle Asay

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.

30/05/2023
Mindset hacks to crush your goals with 3x President’s Club winner Andy Mewborn

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.

23/05/2023
Habits, building trust, and connecting to your buyers with Andrew Sykes

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.

16/05/2023
Impact of social life, efficiency hacks & prioritizing outbound for AEs | Monthly Round-up with Ethan & Jason

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

09/05/2023
Steal ZoomInfo's objection handling framework

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.

02/05/2023
Cold Calling: Ditch the gimmicks and steal this tried and true framework instead

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.

25/04/2023
How to prospect into Cybersecurity with Alice Shaff

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.

18/04/2023
Introverts vs extroverts in sales, selling to your strengths, and much more | Guest Appearance

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

11/04/2023
AE Self-Sourcing, Texting, and ChatGPT with John Weiler

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.  

04/04/2023
Controlling your emotions, multi-threading, and staying committed | Monthly Roundup with Ethan & Jason

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 […]

28/03/2023
Building and scaling SDR teams | Guest Appearance

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 […]

21/03/2023
Cold Calling - Steal this formula if you hate making mediocre cold calls with Belal Batrawy

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.

14/03/2023
Is It Harder to Hit Quota Now or Has it Been Happening Already? | Guest Appearance

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 […]

07/03/2023
Cold calling & mindset | Guest Appearance

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 […]

28/02/2023
Increase win rates using these timeless psychology principles with Mor Assouline

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 […]

21/02/2023
Call reluctance, dealing with procrastination, cold calling hacks, and more | January Roundup with Ethan & Jason

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 […]

14/02/2023
Self-sourcing pipeline as an Account Executive and CRUSH multi-threading | Guest Appearance

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 […]

07/02/2023
Jen Allen on the subtle art of multi-threading complex deals

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. […]

31/01/2023
Udi Ledergor on Sales & Marketing Alignment Done Right

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 […]

24/01/2023
AE self-sourcing with Charlotte Johnson

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 […]

17/01/2023
How to sell to CISOs and security professionals

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, […]

10/01/2023
Ralph Barsi on how to be a world-class sales leader

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  […]

05/01/2023
Quick hacks to personalize your outreach with Ethan Parker

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 […]

03/01/2023
What world-class marketing & sales alignment looks like

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 […]

29/12/2022
Prioritizing accounts and mastering demo follow ups with Ethan Parker & Nate Nasralla

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 […]

27/12/2022
How to sell to executives with Tim Harsch

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 […]

22/12/2022
How to troubleshoot & optimize your cold emails with Ethan Parker

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 […]

20/12/2022
Cyber security sales with Neil Saltman

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 […]

15/12/2022
How to set yourself up for a killer 2023 with Ethan Parker

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 […]

13/12/2022
Cold calling, self-improvement, and more with Brandon Bornancin

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 […]

08/12/2022
How to set yourself up for a promotion to AE as an SDR with Ethan Parker

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 […]

06/12/2022
Jed Mahrle on email deliverability and building an outbound team from scratch

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 […]

01/12/2022
How to structure your day/week as an SDR with Ethan Parker

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  […]

29/11/2022
Same Side Selling with Ian Altman

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  […]

24/11/2022
How to transition from SDR to AE with Rod Baptista

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 […]

22/11/2022
How to benchmark, grow, and scale sales development teams with Sarah Hicks

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 […]

17/11/2022
How to maximize marketing events for sales ops & your personal brand with Sean Paulseth

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 […]

15/11/2022
Learnings from 25,000 meetings booked across 2.5M cold calls with Eric Watkins

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 […]

10/11/2022
How to never get stuck behind one MPOC again with Ethan Parker

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 - […]

08/11/2022
Anthony Iannarino on Leading Growth

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 […]

03/11/2022
How to plan your territory like a pro with Ethan Parker

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 […]

01/11/2022
From SDR to AE in 9 months with Anthony Natoli

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: […]

27/10/2022
How to more systematically leverage SMS for prospecting with Ethan Parker

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 […]

25/10/2022
The SDR Manager’s Survival Guide with Gabrielle Blackwell

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 […]

20/10/2022
How to go from 'nice to have' to 'need to have' with Ethan Parker

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 […]

18/10/2022
Pipeline point system, cold calling, and more with Trent Dressel

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 […]

13/10/2022
5x5: My favorite outbound strategy for AEs

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? […]

11/10/2022
Cold calling executives with Michael Neme

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 […]

06/10/2022
I stole 7 outbound strategies from top reps in SaaS

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, […]

04/10/2022
Why you should reconsider BANT with Shruti Kapoor

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 […]

29/09/2022
Cold Calling: How to handle "We're using your competitor"

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 […]

27/09/2022
Demos, champion enablement, and buyer turnoffs with Grace Tyson

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: […]

22/09/2022
Dealing with anxiety? Try this.

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? […]

20/09/2022
Painful sales leadership lessons with Sunil Kumar

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 […]

15/09/2022
Job hunting? Use this strategy to skip to the front of the line

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 […]

13/09/2022
Selling at a scrappy startup with Greg Reffner

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 […]

08/09/2022
Discovery tip: Win rates increase by 127% when the prospect's webcam is on

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 […]

06/09/2022
Steal this cold email formula for double digit reply rates with Florin Tatulea

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, […]

01/09/2022
Discovery tip: Multi-threading to increase win rates

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? […]

30/08/2022
Landing meetings WITHOUT pitching your solution with Rod Baptista from ZoomInfo

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 […]

25/08/2022
Social Proof: Improve your cold calls with this simple hack

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 […]

23/08/2022
MEDDPICC Master Class with David Weiss

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: […]

18/08/2022
Cold Calling: How to avoid getting shut down in the first 30 seconds

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 […]

16/08/2022
From cold to warm calling with Tom Slocum

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 […]

11/08/2022
How much time should you spend prospecting? The 10% rule.

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 […]

09/08/2022
Knowing vs. doing: What it takes to be a top performer with Jeff Bajorek

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 […]

04/08/2022
The proper way to talk shit about your competitors

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, […]

02/08/2022
Objections: Increase your closing rate by looking for trouble

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 […]

28/07/2022
Do this if your prospect is looking at competitors

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 […]

26/07/2022
Sam Mckenna on booking meetings without cold calling

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: […]

21/07/2022
Podcast 212: [recession series] How to maintain your confidence during uncertain times

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, […]

19/07/2022
Podcast 211: Kevin Dorsey on modern SaaS sales leadership

  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 […]

14/07/2022
Podcast 210: [Recession Series] How to grow during a decline with Moeed Amin

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 […]

12/07/2022
Podcast 209: Debunking common sales “best practices” with Moeed Amin

  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 […]

07/07/2022
Podcast 208: [recession series] 7 strategies to grow through a recession

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 […]

05/07/2022
Podcast 207: Marcus Chan on P.O.W.E.R.F.U.L. Discovery

  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 […]

30/06/2022
Podcast 206: [solo episode] You need a 6-12+ month runway

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, […]

28/06/2022
Podcast 205: Data-driven sales leadership with Kyle Vamvouris

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 […]

23/06/2022
Podcast 204: [solo episode] "So what do you guys do?"

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 […]

21/06/2022
Podcast 203: CEO & Founder of ZoomInfo, Henry Schuck

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 […]

16/06/2022
Podcast 202: [solo episode] How to cure your call reluctance

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, […]

14/06/2022
Podcast 201: Social selling with Alex Boyd

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 […]

09/06/2022
Podcast 200: [solo episode] Why regret is a good thing (and how to use it as a motivator)

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 […]

07/06/2022
Podcast 199: Knowing vs. doing: How to close the gap with Jordan Zeldin and Jonathan Mahan

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 […]

02/06/2022
Podcast 198: [7-Figure Series] Reverse engineering three multi-million dollar deals

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 […]

31/05/2022
Podcast 197: Cold email breakdowns with Will Allred

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 […]

26/05/2022
Podcast 196: [7-Figure Series] Breaking through and landing the meeting

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 […]

24/05/2022
Podcast 195: Pushing against the status quo with Maria Bross

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 […]

19/05/2022
Podcast 194: [7-Figure Series] Crossing the chasm

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 […]

17/05/2022
Podcast 193: Winning the relationship, not the deal with Casey Jacox

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 […]

12/05/2022
Podcast 192: Steal ZoomInfo's Cold Calling Formula

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 […]

10/05/2022
Podcast 191: Elite sales strategies with Anthony Iannarino

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: […]

03/05/2022
Podcast 190: 80%+ reply rates using videos with Melissa Gaglione

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 […]

26/04/2022
Podcast 189: Ultimate guide to discovery with Ethan Parker

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 […]

19/04/2022
Podcast 188: Personalizing your outreach with Nadja Komnenic

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 […]

12/04/2022
Podcast 187: Amy Franko on prospecting and being a better conversationalist

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: […]

05/04/2022
Podcast 186: [Productivity Series] Metacognition: The key to world-class productivity

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? […]

29/03/2022
Podcast 185: [Productivity Series] Batching and cherry-picking

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 […]

22/03/2022
Podcast 184: [Productivity Series] Cognitive Load Theory: How your overloaded brain is making you dumb

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? […]

15/03/2022
Podcast 183: Business acumen, challenging prospects, and insight sharing with Jason Roussell

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 […]

08/03/2022
Podcast 182: Reverse engineering two enterprise closed deals with Oliver Bloom

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 […]

01/03/2022
Podcast 181: Event prospecting with Sean Paulseth

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 […]

22/02/2022
Podcast 180: Anita Nielsen on how to get in your prospect's minds

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 […]

15/02/2022
Podcast 179: The 4-day workweek with Robert Yuen

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 […]

08/02/2022
Podcast 178: Howard Brown on psychology, communications, and the future of conversational intelligence

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 […]

01/02/2022
Podcast 177: Skip Miller on outbounding to executives

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 […]

25/01/2022
Podcast 176: Learnings from sending 2M+ cold emails with Joel Graber

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: […]

18/01/2022
Podcast 175: Unorthodox lead generation with AJ Cassata

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 […]

11/01/2022
Podcast 174: How 7-figure earner Brandon Fluharty sells

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 […]

04/01/2022
Podcast 173: Sales DNA and traits of successful reps with Alex McNaughten

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 […]

28/12/2021
Podcast 172: Customer connection campaigns and customer service-oriented outbound with Jason Serota

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: […]

21/12/2021
Podcast 171: Intent data and personalizing the outbound journey with Alex Austin

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 […]

14/12/2021
Podcast 170: Earning 7-figures, #1 Salesforce rep, landing $100M in career sales with Ian Koniak

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 […]

07/12/2021
Podcast 169: Cold Calling: How to nail the first 7 seconds with Chris Beall

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 […]

30/11/2021
Podcast 168: LEADERS SERIES EP 11 - Leading from the back with SDR Manager John Weiler

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 […]

25/11/2021
Podcast 167: The Recap: Challenging your prospects

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. […]

23/11/2021
Podcast 166: SKILLS SERIES: Tonality in your cold calls

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 […]

18/11/2021
Podcast 165: SKILLS SERIES: Don't like to prospect? Listen to this episode.

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 […]

16/11/2021
Podcast 164: SKILLS SERIES: The perfect cold call opener

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 […]

11/11/2021
Podcast 163: SKILLS SERIES: Decisions vs. outcomes

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 […]

09/11/2021
Podcast 162: Bulletproof Selling with Shawn Rhodes

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 […]

02/11/2021
Podcast 161: The Recap: Cold Facetiming, good vs. bad sales content, LinkedIn polls

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. […]

26/10/2021
Podcast 160: The Recap: Running out of time in sales calls, splitting the ambivalence, quality vs. quantity

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. […]

19/10/2021
Podcast 159: The Recap: "We already do that," familiarity in outbound, pitching too soon in discovery, and much more

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. […]

12/10/2021
Podcast 158: Cold Calling - Steal this formula if you hate making mediocre cold calls with Belal Batrawy

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 […]

05/10/2021
Podcast 157: The Recap: Preventing Burnout, Inbound vs. Outbound, Discovery, Listening Skills, and much more

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 […]

28/09/2021
Podcast 156: LEADERS SERIES EP 10 - Karen Kelly on being a world-class sales coach

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 […]

21/09/2021
Podcast 155: SALES RANTS: Confidence and finding impact during discovery with Jeff Bajorek

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 […]

14/09/2021
Podcast 154: SALES RANTS: Mark Hunter on "just checking in" and combining phone/email

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 […]

07/09/2021
Podcast 153: SALES RANTS: Finding your "why", planning for the unexpected, and more with Jeff Bajorek

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: […]

31/08/2021
Podcast 152: Leslie Venetz on enterprise prospecting

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 […]

24/08/2021
Podcast 151: Steal this discovery call formula if you hate getting ghosted with Meghann Misiak

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 […]

17/08/2021
Podcast 150: Belal Batrawy on sales psychology top reps use to book more meetings and close more sales

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 […]

10/08/2021
Podcast 149: Kristina Finseth on mastery of channels when prospecting

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 […]

05/08/2021
Podcast 148: SALES RANTS: Working the bottom of your funnel first, rejection, working in bite-sized projects, and limiting procrastination with Jeff Bajorek

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 […]

03/08/2021
Podcast 147: SKILLS SERIES - How to eliminate procrastination

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 […]

29/07/2021
Podcast 146: SKILLS SERIES - Get Shit Done Sessions

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 […]

27/07/2021
Podcast 145: Charles Muhlbauer on building a discovery conversation roadmap

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 […]

22/07/2021
Podcast 144: Jordan Zeldin on the D.I.S.A.R.M. discovery agenda-setting framework

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: […]

20/07/2021
Podcast 143: LEADERS SERIES EP 9 - Jesse Gittler on creating buy-in and getting your reps to go the extra mile

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 […]

15/07/2021
Podcast 142: Patrick Downs on spotlight questions and improving messaging

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 […]

13/07/2021
Podcast 141: LEADERS SERIES EP 8 - Capturing "coaching moments" with Mike Adams, founder of Grain.co

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 […]

08/07/2021
Podcast 140: LEADERS SERIES EP 7 - Reducing outbound waste with Marcus Cauchi

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 […]

06/07/2021
Podcast 139: Ryan Staley on decision-making funnels

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™ […]

01/07/2021
Podcast 138: Jordan Benjamin on how to run your life and create a personal operating system

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 […]

29/06/2021
Podcast 137: Cold Email: How to pattern interrupt the way recruiters do with Taylor Duncan and Shane Shown

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.  […]

24/06/2021
Podcast 136: SALES RANTS: Prospecting narcissism, reluctance to change, cost objections with Jeff Bajorek and Jenn Walsh

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. […]

22/06/2021
Podcast 135: SKILLS SERIES - "Curating content" doesn't build authority, do this instead

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 […]

17/06/2021
Podcast 134: SKILLS SERIES - Planning your activity

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 […]

15/06/2021
Podcast 133: Live cold calling workshop

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 […]

10/06/2021
Podcast 132: Case Study: How Ethan Parker increased his cold call meeting booked rate from 7.5% to 30%+

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 […]

08/06/2021
Podcast 131: Cold Calling: David Priemer on how you're messing up the easiest part

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 […]

03/06/2021
Podcast 130: Insurance Brokers: 3 proven strategies to grow your pipeline

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 […]

01/06/2021
Podcast 129: Charlotte Johnson on cutting the fluff and viewing from your prospect's eyes

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 […]

27/05/2021
Podcast 128: Becoming expert advisors, finding pain, and creating urgency with Ryan Heaphy

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  […]

25/05/2021
Podcast 127: James Bawden on “bad advice” that actually works

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 […]

20/05/2021
Podcast 126: LEADERS SERIES EP 7 - Alex Newmann on how to identify why revenue is stalling

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 […]

18/05/2021
Podcast 125: Matt Wolach on the Perfect D.E.A.L. Process

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 […]

13/05/2021
Podcast 124: LEADERS SERIES EP 6 - Kayla Cytron-Thaler on onboarding and leading an SDR team

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 […]

11/05/2021
Podcast 123: Prospecting to IT executives with David Silverstein and Randy Gaboriault

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 […]

06/05/2021
Podcast 122: Larry Long Jr. on creating a mindset for success

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 […]

04/05/2021
Podcast 121: Cold Calling: How to be disarmingly blunt and drop the formality with Nick and Armand

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 […]

29/04/2021
Podcast 120: Meghann Misiak on the three whys of great discovery

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 […]

27/04/2021
Podcast 119: Kyle Vamvouris on why we need to stop the prospecting porn

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 […]

22/04/2021
Podcast 118: LEADERS SERIES EP 5 - Christine Rogers on hiring, onboarding, and growing a world-class sales team

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 […]

20/04/2021
Podcast 117: How top SDR at PandaDoc Jed Mahrle prospects

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 […]

15/04/2021
Podcast 116: SALES RANTS: Why COVID is great for sales, apologies vs. acknowledgement, morning routines, the problem with feedback with Jeff Bajorek and Jason Bay

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 […]

13/04/2021
Podcast 115: LEADERS SERIES EP 4 - Ethan Hall on teaching your team "relationship building extras"

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 […]

08/04/2021
Podcast 114: Prospects don’t need apologies, they need acknowledgement

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 […]

06/04/2021
Podcast 113: SKILLS SERIES - No-oriented questions, we're taking this too far

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 […]

01/04/2021
Podcast 112: SKILLS SERIES - Don’t be “nice” to your prospects

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 […]

30/03/2021
Podcast 111: SKILLS SERIES - How to handle "not interested" through email

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. […]

25/03/2021
Podcast 110: SALES RANTS: Zoom Fatigue, how to make team meetings more fun, phone vs. video meetings, and how to scale your time with Jeff Bajorek and Jason Bay

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: […]

23/03/2021
Podcast 109: Ethan Beute on using video to rehumanize your prospecting

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.  […]

18/03/2021
Podcast 108: SKILLS SERIES - Troubleshoot cold emails with this checklist

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™ […]

16/03/2021
Podcast 107: SKILLS SERIES - The Killer Week Blueprint™

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 […]

11/03/2021
Podcast 106: SKILLS SERIES - How to follow up when prospects don't respond

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 […]

09/03/2021
Podcast 105: SKILLS SERIES - The Problem Finder

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 […]

04/03/2021
Podcast 104: SKILLS SERIES - Using LinkedIn to find low-hanging fruit

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 […]

02/03/2021
Podcast 103: SKILLS SERIES - The "Short and C-Suite" Cold Email™

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 […]

25/02/2021
Podcast 102: SALES RANTS: Mastery, toxic positivity, mediocrity, and personal problems with Jeff Bajorek and Jason Bay

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 […]

23/02/2021
Podcast 101: James Harper on cold calling, ringless voicemail, and LinkedIn

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 […]

18/02/2021
Podcast 100: SALES RANTS: Intent, novelty vs. context, rejection, and professional discovery with Jeff Bajorek and Jason Bay

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 […]

16/02/2021
Podcast 99: Mitch Pelroy on inbound vs. outbound prospecting and transactional vs. relationship selling

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 […]

11/02/2021
Podcast 98: Nick Capozzi on video, building rapport, and being more personable

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 […]

09/02/2021
Podcast 97: Zoe Hartsfield on sending 4,000 personalized videos as a BDR

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 […]

04/02/2021
Podcast 96: SALES RANTS: First to respond, "are you sure?", sending your tech on vacation and more with Jeff Bajorek and Jason Bay

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 […]

02/02/2021
Podcast 95: LEADERS SERIES EP 3 - Jeff Swan on sequencing, continuous optimization, and autonomy

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 […]

28/01/2021
Podcast 94: Will Allred on the four C's email etiquette

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 […]

26/01/2021
Podcast 93: SKILLS SERIES - Deflating Objections

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 […]

21/01/2021
Podcast 92: SKILLS SERIES - Cold Calling: From Reluctant to Confident™

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 […]

19/01/2021
Podcast 91: SKILLS SERIES - The REPLY Method™

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 […]

14/01/2021
Podcast 90: SKILLS SERIES - The Perfect-Fit Identifier™

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™ […]

12/01/2021
Podcast 89: LEADERS SERIES EP 2 - Daniel Kushner on building an internal coaching culture

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 […]

07/01/2021
Podcast 88: KISS (Keep It Simple Sequencing)

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 […]

05/01/2021
Podcast 87: SALES RANTS: When enough is enough, creating a narrative, acting as if, and more with Jeff Bajorek

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 […]

31/12/2020
Podcast 86: Tyler Lessard on the state of video prospecting & selling moving into 2021

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: […]

29/12/2020
Podcast 85: LEADERS SERIES EP 1 - Armand Farrokh on how to be a badass sales manager

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 […]

24/12/2020
Podcast 84: Kristina Jaramillo on personalization and prospecting through LinkedIn

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 […]

22/12/2020
Podcast 83: SALES RANTS: Dressing the part, values vs. pain, New Year's Resolutions, and more

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 […]

17/12/2020
Podcast 82: Building business acumen and lessons learned from sending 1,600+ videos with David McHale

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 […]

15/12/2020
Podcast 81: Billy Bateman on prospecting through chat plays

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 […]

10/12/2020
Podcast 80: Erika Fuchs on hitting 300% of quota in her first 2 months

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 […]

08/12/2020
Podcast 79: BONUS: Sales rants with Jeff Bajorek

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 […]

03/12/2020
Podcast 78: Ned Arick on creating an outbound process from scratch

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 […]

01/12/2020
Podcast 77: Brian Margolis on productivity, accountability, and creating super habits

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 […]

27/11/2020
Podcast 76: Black Friday Bonus: 6 quick-hitting tips for your prospecting and sales calls

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 […]

26/11/2020
Podcast 75: BONUS: Sales rants with Jeff Bajorek

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 […]

24/11/2020
Podcast 74: Kevin Clark on building a coaching culture

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 […]

19/11/2020
Podcast 73: Nick Cegelski on cold calling, routines, and habit stacking

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 […]

17/11/2020
Podcast 72: Andy Paul on self-directed coaching, motivation, and empathy

  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. […]

12/11/2020
Podcast 71: BONUS: Cold call breakdown with Tim

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 […]

10/11/2020
Podcast 70: BONUS: Cold call breakdown with Jon

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 […]

05/11/2020
Podcast 69: BONUS: Cold call breakdown with Jordan

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 […]

03/11/2020
Podcast 68: Mary Grothe on the behavioral quotient for success in sales

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 […]

29/10/2020
Podcast 67: Shruti Kapoor on COVID trends from analysis of 222,577 sales calls

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 […]

27/10/2020
Podcast 66: Chris Hatfield on how to manage and prevent burnout

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 […]

22/10/2020
Podcast 65: BONUS: Belal Batrawy on sales psychology and concepts to master

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 […]

20/10/2020
Podcast 64: BONUS: Jeff Bajorek on rethinking the way you sell

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 […]

15/10/2020
Podcast 63: Thibaut Souyris on the T-shaped SDR

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. […]

13/10/2020
Podcast 62: Nate Branscome on using GIFs to achieve 10%+ booking rates on accounts

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 […]

06/10/2020
Podcast 61: David Priemer on why you should sell the way you buy

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 […]

29/09/2020
Podcast 60: Grant Horvath on how to crush quota by 200%+

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. […]

24/09/2020
Podcast 57: How to become the top rep within 90 days with Nick Dixon

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. […]

22/09/2020
Podcast 56: 20%+ conversion rate into meetings booked with Kristina Finseth

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 […]

10/09/2020
Podcast 53: Interviewing, being memorable, and personalization with Calvin Patterson IV

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 […]

08/09/2020
Podcast 52: Confidence, sales slumps, and routines with Marcus Chan

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 […]

27/08/2020
Podcast 49: From commodity supplier to Strategic Advisor with Lou Casado III

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, […]

25/08/2020
Podcast 48: Anchor questions, cold calling, and objection handling through stories with Andy Duwe

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 […]

11/08/2020
Podcast 44: Prospecting as an introvert vs. extrovert, motivation, and sales styles with Darren and Erik McKee

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 […]

04/08/2020
Podcast 43: Creating experiences, pattern interrupts, and driving curiosity with Dale Dupree

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 […]

30/07/2020
Need creative subject lines?

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 […]

28/07/2020
Podcast 42: Copycat your way to prospecting success with Billy Sturgis

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 […]

21/07/2020
Podcast 41: Humor, personality, and value with Stephen Chase

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 […]

14/07/2020
Podcast 40: Competitors, triggers, and task batching with Jon Mazza

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 […]

07/07/2020
Podcast 39: Data, collaboration, and outbound trends with Blake Johnston

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 […]

30/06/2020
Podcast 38: How to nail your first 90 days as a new SDR with Adam Beaton

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 […]

23/06/2020
Podcast 36: Prospecting for a scrappy startup with Suraj Sampath

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 […]

18/06/2020
Podcast 35: A proven process for 25-35% response rates with Sam Crew

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 […]

16/06/2020
Podcast 34: Using LinkedIn videos to get 35%+ response rates with Kayla Cytron-Thaler

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 […]

11/06/2020
Podcast 33: Prospecting into security, compliance, and IT with Lewis Chawko

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 […]

09/06/2020
Podcast 32: Illuminating questions, content libraries, storytelling, and more with Chris von Huene

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 […]

04/06/2020
Podcast 31: An endurance mindset for sales success with Scott Sambucci

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 […]

02/06/2020
Podcast 30: My journey navigating a layoff with Evan Carlton

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 […]

28/05/2020
Podcast 29: Prospecting to Fortune 100 executives with Amy Quick

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 […]

26/05/2020
Podcast 28: What I've learned as a 7x founding sales member with Belal Batrawy

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 […]

21/05/2020
Podcast 27: Patterns of successful SDRs with Nimit Bhatt

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 […]

19/05/2020
Podcast 26: Emotional intelligence in sales with Jessica Magoch

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 […]

14/05/2020
Podcast 25: You can't afford not to be memorable in sales with Jay Baer

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 […]

12/05/2020
Podcast 24: How feelings drive your prospect's decisions with Todd Caponi

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 […]

07/05/2020
Podcast 23: Selling from the heart with Larry Levine

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 […]

05/05/2020
Podcast 22: How to build a killer personal brand with Scott Ingram

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 […]

30/04/2020
Podcast 21: Mindset of an elite sales performer with Tom Short

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 […]

28/04/2020
Podcast 20: Selling against your toughest competitors with Darryl Praill

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 […]

23/04/2020
Podcast 19: Empathy, cold calling, and objection handling with Sarah Brazier

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 […]

21/04/2020
Podcast 18: Triple threat prospecting with Alexine Mudawar

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 […]

16/04/2020
Podcast 17: Building your story stack with Rajiv Nathan

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 […]

14/04/2020
Podcast 16: Leading through crisis with Scott Leese

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 […]

09/04/2020
Podcast 15: Rethink the way you sell with Jeff Bajorek

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 […]

07/04/2020
Podcast 14: A mind for sales with Mark Hunter

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 […]

02/04/2020
Podcast 13: Radical transparency in prospecting with Sarah Drake

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. […]

31/03/2020
Podcast 12: Empathy and self-esteem in sales w/ Liston Witherill

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 […]

30/03/2020
Podcast 11: Sunk cost fallacy and what to expect moving forward

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 […]

27/03/2020
Podcast 10: Coronavirus Part 4 - Practical working from home advice #DailyProspectingTips

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 […]

26/03/2020
Podcast 9: Coronavirus Part 3 - Be helpful to your prospects #DailyProspectingTips

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 […]

25/03/2020
Podcast 8: Coronavirus Part 2 - Empathize with your prospects #DailyProspectingTips

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 […]

24/03/2020
Podcast 7: Thought leadership and outbound trends w/ Jake Javorgan

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, […]

23/03/2020
Podcast 6: Coronavirus Part 1) Change your attitude #DailyProspectingTips

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 […]

11/03/2020
Podcast 5: Put yourself in the prospect's shoes #DailyProspectingTips

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 […]

11/03/2020
Podcast 4: "Cold calling is dead!" #DailyProspectingTips

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 […]

11/03/2020
Podcast 3: Bottom-up? Or top-down? #DailyProspectingTips

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 […]

11/03/2020
Podcast 2: Personal branding and LinkedIn plays with Morgan Ingram

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 […]

11/03/2020
Podcast 1: Remove the surprise from your cold calls #DailyProspectingTips

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 […]

03/09/2019
UPDATED How I cold emailed my way onto 27 of the top sales podcasts

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 […]

12/08/2019
How to find corporate partners outside of your personal network

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 […]

08/08/2019
3 strategies development teams can use to get back 3-5 hours of their week

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 […]

01/08/2019
"If my cold emails aren't working, what should I fix?"

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 […]

24/07/2019
Are prospects not responding to your cold outreach?

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 […]

starter pack
Account Executive Starter Pack
Listen on Spotify
starter pack
Cold Calling Starter Pack
Listen on Spotify
starter pack
SDR Starter Pack
Listen on Spotify
starter pack
Cold Email Starter Pack
Listen on Spotify
starter pack
Productivity for Sales Reps
Listen on Spotify
starter pack
Sales Leadership Sales Reps
Listen on Spotify