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Outbound Sales Playbook
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Your weekly update on what is and isn't working in the world of outbound sales. Join host Jeff Swan as he provides insight and feedback on what sales reps, BDRs/SDRs, and pipeline-driving founders do to generate pipeline on a day-to-day basis. Learn cold calling tips, how to build & optimize your sequences, rock your personal brand on LinkedIn + other social platforms, and what it's really like to use sales tech, like power dialers, sales engagement software, and more.
54 Episodes
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Most sales teams throw their SDRs into the mix as quick as possible with a "Sink or Swim" mentality, assuming the good ones will rise to the top and the rest will quit. This week's guest, Ryan Woodard, takes a different approach centered around building good prospecting habits before SDRs even get a quota above 0! Find out how this fosters a great attitude, mindset, and why the results are starting to flow on his new team.
Many sellers make the mistake of focusing on features and benefits in sales conversations but it's now falling on deaf ears. This week's guest, Shai Haddad - VP of Growth at Amilia, shared his secret for uncovering "How" they've attempted to solve their challenges and "Why" they feel they haven't been solved yet. Just a hint: it starts with the phrase, "Take me to Hawaii."
To kick off our first episode of 2022, Jeff is joined by the amazing Katie Ray to chat about what went down in prospecting last year and what they predict are going to be the top 3 trends this year. You may notice some changes from last year's episodes, slightly longer and with a brand new name that we feel just suits the show better. As always, enjoy and happy hunting!
You certainly can be successful as an SDR with extensive product knowledge but it's not table stakes. Instead, the sellers that focus on understanding the buyer, the problems they're facing, and what makes them tick outperform solution-focused sellers any day of the week. This is the top observation from video prospecting guru + Vidyard VP Marketing, Tyler Lessard among others in this week's episode.
No matter how many times someone calls a tactic or strategy dead, it's nearly always because of fear. Fear of not knowing how to do it well, fear of rejection, or just plain fear of picking up the phone. Kevin Hopp joined Jeff this week to share how to tackle your fears, check your ego at the door and hit the phones to fill your funnel.
When people think of pre-call research, they automatically think of looking online or in a database tool to gather insights on their buyers before they reach out. Normally, this is 100% correct but this week's guest, Asthon Lobo, has a unique way of preparing for that crucial first call with your buyer and was nice enough to share with Jeff and all of you exactly how he does it. Enjoy and happy hunting!
If you've ever wondered whether you should send a video to a cold prospect, the answer is YES! This week, Jeff is joined by Collin Mitchell of salestransformation.fm as he shares how his team books 40 meetings a month per rep through video prospecting on LinkedIn. Listen as Collin shares how he used A/B testing to double his booked meeting conversions with one simple and straightforward change that could settle a HUGE debate on LinkedIn prospecting. Enjoy and happy hunting!
There's something superhuman in the way this week's guest tackles sales development. In his first month in B2B sales, coming over from Las Vegas hospitality industry, Elliott Garcia booked 72 meetings and catapulted himself to the top of a best-of-the-best sales competition called Summer League. Learn his key secret behind a ridiculous amount of meetings and how he had to re-invent how he sells moving from finance to sales technology as one of the newest members of Outplay Sales Engagement Platform.
B2B buyers are the most cautious buyers in the world. Why? Because their job is on the line every time they make a purchase decision. So it's no wonder you only have 7 seconds to build trust in a cold call. Chris Beall, CEO of ConnectAndSell, joined Jeff to discuss a straightforward framework you can use to earn trust in that crucial first 7 seconds and generate a TON of quality conversations through cold calling.
There's an art to asking qualifying questions in a cold call that's significantly different than in discovery. Instead of rapid fire questioning that makes prospects uncomfortable (and hang up the phone), use Tidal's, Marc Mac's, approach of "leading the witness" to engage the buyer, ensure they're a fit, and get them excited about next steps in this week's episode of #FTFFridays.
With all the expert tips and high quality content out there, you might think you have to have the perfect pitch to book sales meetings. True, having something to say is vital but it's not about perfection. Mike Leader, Sales Trainer at Gehr Industries, joined Jeff Swan to talk about how doing the work every single day, regardless of your title or position, is the not-so-secret secret behind a consistent full funnel (+ big paychecks).
Time to settle something important. As an SDR or full-cycle sales rep, your personal brand is not about creating an inbound funnel. It's amplifying what you do so you can work smarter, not harder at hitting your numbers. This week, Jeff & Tom outline small things you can do to build your brand and have better sales conversations.
People in outbound sales usually sit in one of two camps: personalize everything or personalize nothing and scale it all. So one side spends too much time on each prospect and misses their numbers while the other burns through leads lists in no time flat with little to show for it. In this episode, Jeff & Tom walk you through how to bring together both approaches to gain predictable conversions in less time.
For most SDRs, the AE role is one to aspire to but also one that can be extremely disarming once you actually achieve it. This week, Tom & Jeff are joined by TikTok sales star who held several Account Executive roles in tech, Will Aitken, to chat about whether the grass is actually greener on the other side. Listen in for a sneak peek into what the role is really like!
With only 6 weeks until Thanksgiving week, the pressure's on to close out the year strong by filling your funnel before the holidays. With this in mind, hosts Tom & Jeff are issuing a challenge to every SDR, AE, and Founder-Seller to join the #FTFChallenge and commit to at least 20 new contacts + 2 new sales conversations a day for the next 30 business days. Listen to the episode for details. You in?
Wouldn't SDRs make amazing recruiters? Not only do they spend their time (and have ridiculous skills) hunting for amazing opportunities but they're also really good at recognizing their own. With a treasure trove of data on SDRs and AEs' opinions on their current role, responsibilities, and company, Tom & Jeff thought it would be fun to bring in RepVue's Darin Alpert to weigh in on how SDRs are pretty much the modern sales recruiter. Enjoy and happy hunting!
If you open a random exec's inbox or listen to the cold call voicemails they get regularly, you'll hear the same templates, tricks, opening liners, etc. or some very similar version of each several times. Frankly, your prospects are bored. That's why Tom & Jeff dedicated this episode to one extremely important thing you can do in your prospecting to stand out - find your lane.
The tactics, strategies, and skillsets used by successful SDRs are starting to look dangerously close to marketing. Social selling rockstar, Evan Patterson, joins Tom & Jeff to discuss whether SDRs should sit in Sales or Marketing, how organizations can align sales, marketing, and sales development around shared goals, and use personal branding + content to generate pipeline.
You're probably noticing people going a little crazy all over the sales world with people calling each other out on LinkedIn, changing jobs frequently, and many more just silently dealing with stress in their own private ways. In response to this, Tom & Jeff decided to take a different path in this episode and just talk about what's going on in the world and how a simple shift in mindset can get you through to the other side.
From the wise words of Josh Braun, the best way to win a sale before it even starts is to illuminate your customers' problems. Taking it a step further, Tom & Jeff are joined with Angel Sandoval, host of the Sales Rehab podcast to share his acronym for S.A.L.E. and how he uses it to shed light on prospect challenges and opportunities while also offering easy ways to solve them.
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