B2B Power Hour

It's the final episode. We're signing off after 200 episodes and celebrating the journey of the show together.

As we approach episode 200, we're reflecting on the growth of the show to date. Nick is in the hotseat! Morgan throws him challenging questions and they reflect together on more than 2.5 years of the show – and what lessons Nick learned from hosting and recording hundreds of episodes.

As we approach episode 200, we're reflecting on the growth of the show to date. Morgan is in the hotseat! Nick throws him challenging questions and they reflect together on more than 2.5 years of the show – and how they grew from a 30-minute live show called #InSyncTV into a podcast with tens of thousands of downloads.

An episode so good we had to play it twice. Do you want to perform at the highest level of enterprise sales? What if you could learn the exact skillset, mind frame, and framework it takes to accomplish your goals right from a podcast episode? On this episode of the B2B Power Hour, we talk to Ian Koniak. He's the founder of Ian Koniak Sales Coaching Inc. and former strategic account director at Salesforce, where he managed some of its largest enterprise accounts. We break down exactly what it takes to make it in enterprise sales, from how to set achievable goals to seeking agents of change within your target organizations. Plus, Ian gives us an exclusive look at his brand-new PREDICT framework for qualifying enterprise prospects and effectively sealing the deal. You'll hear how Ian went from door-to-door copier sales (yes, really) to closing multi-million dollar deals.

An episode so good we had to play it twice. Morgan sits down with Breezy Beaumont, former Head of Growth & Marketing at Correlated, to discuss product qualified leads (PQLs) and how they transform a product-led growth strategy. They dive into building revenue intelligence, PQL vs. MQL vs. SQL, how sales changes in a product-led company, and building the revenue teams of the future. Get ready for a serious knowledge drop from one of the leaders in product-led revenue.

An episode so good we had to play it twice. Most sales professionals force themselves to work for free because they didn’t invest in their list. They end up gambling for meetings, getting few responses, and the few demos that do get scheduled don’t turn into sales. Dialing in an account list is the biggest leverage point to make every activity count. Time to bust through quota ✨ Join us for this B2B Power Hour workshop on: ✅ How to map out your total addressable market ✅ How to conduct a win-loss analysis ✅ How to dial in a list ✅ How to refine the list as you’re learning ...and more! Between identifying the best accounts to using your insights for better approaches, we’re diving deep into building an effective list. Join us to find out how.

Prospecting is one of the most critical skills a salesperson can have to contribute to the success of a sales engine. Yet, with the introduction of multiple selling channels, what were previously considered reliable prospecting strategies have become obsolete.  Gone are the days of picking up the phone and making a sale. To be successful at prospecting in 2023, leading sales professionals must sharpen their social selling skills.  On this episode of B2B Power Hour, Morgan and Nick join Jonathan Fischer and the Evolved Sales Leader to discuss how to adopt social selling as a prospecting strategy and outline a workable plan for social selling success in 2023.  Listen in as we discuss: Adapting to social selling Three major myths of social selling How to create a successful social selling plan Defining and utilizing your sales superpowers in 2023

Are traditional job-hunting strategies still effective in today's competitive global talent market? In this episode, career strategist and founder at Win Every Interview, Sarah Filipiak challenges traditional job-hunting strategies and emphasizes the need to redefine success in the current job market. From understanding one's own value to aligning personal values with company values, Sarah provides practical advice for job seekers to stand out, create meaningful connections, and find career fulfillment. Redefining your understanding of success based on personal values and fulfillment, rather than external factors like titles and prestige. The importance of building long-term relationships with employers who advocate for growth and support personal development. How to transform  interviews into conversations, by providing real-world examples and context to showcase abilities, rather than relying solely on metrics and data. Demonstrating enthusiasm, understanding, and a strategic approach can leave a lasting impression on interviewers. Instead of trying to fit into every job description, job seekers are advised to focus on their unique qualifications and value. Highlighting thought leadership, digital sophistication, and alignment with a company's mission and values can set candidates apart in a competitive global talent pool.

An episode so good we decided to play it twice. Jump back in with another replay episode as we dig through some of our best and topics to bring back to light! It might sound strange, but did you know sales reps aren't actually the ones who close deals? Buyers. Close. Deals. Not sales reps. On this episode of B2B Power Hour, we talk to Nate Nasralla, the founder of Fluint. He shares how to close more deals even when you aren't in the room, ways to identify and equip your champion, and the best way to communicate with your prospect's organizations. Listen in as we discuss: How all companies (or at least sales managers) focus on a two-step plan for a stronger selling process and higher close rates. The most commonly overlooked aspects of buyer messaging and how to overcome them. Learning how to make your sales materials blend in as internal documents can be a huge win. How using language that shows you're empathetic and perceptive towards someone’s pain points, they're going to gravitate towards you.

A great sales leader is like a conductor of an orchestra. They guide each individual instrument, knowing their strengths and weaknesses, and has positioned their players for the success of the composition. As a sales conductor, do you know your orchestra? Or do you leave each day crossing your fingers for a successful opening night? In this episode, Matt Green – CRO at Sales Assembly – shares insights on effective communication, understanding individual motivations, and creating a successful team culture. From the importance of transparent communication and empathy to the challenges of transitioning from founder-led sales to a sales organization, Matt offers practical advice for sales leaders looking to build and motivate high-performing teams. Listen in as we discuss: The importance of overcommunicating rather than undercommunicating, especially in the remote or hybrid team environment. Transparent communication reduces anxiety, builds employee confidence, and boosts productivity. Three key factors that influence motivation - money, mission, and recognition. Successful sales leaders tailor their coaching and interactions based on each team member's unique combination of these factors. Challenges sales leaders face, such as developing effective communication skills, balancing multiple responsibilities, and transitioning from founder-led sales to a true sales organization.

An episode so good we decided to play it twice. Jump back in with our first replay episode as we dig through some of our best and topics to bring back to light! Running sequences on LinkedIn seems time-intensive. Obnoxious. Manual. Have you seen Sales Nav's inbox?! You're probably thinking a sequence is based off profile views, DMs, and InMails over days and weeks. And companies then try to automate this for scale. (Obviously... it fails every time) Here's the secret: nurturing leads is actually the easiest to scale with little to no software at all on LinkedIn. You just need to focus on the right activities. Join us for this B2B Power Hour workshop on: ✅ Using Sales Navigator to identify and track leads ✅ How comments can change your booking rate ✅ Why content is the salesperson's best friend ✅ Timing your outreach to leads Join us to learn how to nurture leads on LinkedIn without buying new software or becoming a professional scroller.

Sales is not a "one-size-fits-all" profession. The problems sales professionals face are wide ranging and cover all sorts of topics: prospecting, discovery, prospect relationships, and more. We launched Sales Support to help you get answers to your sales challenges. Call +1 (303) 578-8581 to get your question answered... and maybe even featured in a future Sales Support episode! In this second edition episode of Sales Support, join our sales experts as they break down answers to real questions such as prospecting strategies, discovering entry-ways into your target companies, and more. Listen in as we answer questions and discuss: What types of research will give you an edge when deploying account prospecting strategies? How do you reach decision makers when the majority of your target clients are off-shore, but your contacts aren't capable of getting you to where you need to go? When your target client accepts your connection request, what comes next? A personalized message? A pitch to your newsletter? A recommendation to you favorite ice cream shop? How can sellers find prospects where they already are, and how can you be prepared when you find them? Again, if you have a sales challenge and you want a sales expert to answer your question, then call today: +1 (303) 578-8581

Sales is not a "one-size-fits-all" profession. The problems sales professionals face are wide ranging and cover all sorts of topics: prospecting, discovery, prospect relationships, and more. We launched Sales Support to help you get answers to your sales challenges. Call +1 (303) 578-8581 to get your question answered... and maybe even featured in a future Sales Support episode! In this kickoff episode of Sales Support, join our sales experts as they break down answers to real questions such as LinkedIn prospecting plans, outbound sales strategies, and when to know if rescheduling that demo is appropriate or not, and more. Listen in as we answer questions and discuss: What are the next steps after a prospect accepts a LinkedIn request? Send a thank you message? Interact with their content? Ignore it altogether? What should your tone ideally be? How to approach rescheduling a meeting or demo with a client, when it's appropriate, and potential condensed plans if a reschedule or shortened time is needed. Why cold calling might work (and might not) to different personas in technology companies How to navigate a scenario where your employer doesn't support you properly with the technology and tools needed to succeed. Again, if you have a sales challenge and you want a sales expert to answer your question, then call today: +1 (303) 578-8581

You've started building trust with a prospect, they're loaded and ready to go in Hubspot, but months later despite calls, emails, and LinkedIn post tags, you never hear from them again. Are your buyers ghosts or just ghosting you? In this episode of the B2B Power Hour, Morgan and Nick shine a light on why your buyers are ignoring you, and how you can avoid buyer rigor mortis from the beginning to the end of your deal. Listen in as we discuss: Three major reasons why your buyers aren't buying from you. Why generally accepted sales strategies such as "buzzword soup" and upselling a customers painful problem from a product to a package won't develop the clarity and trust that your buyer is craving when approaching you about your product. How to clearly position yourself to compete with similar products and companies. How empathy over persistence will help build the trust you need with your buyer to keep them engaged in the deal. Your buyer is risking something by getting involved with this product whether its their reputation at their company or the money they're investing to solve their issue, they need to know that you as a seller are truly helping rather than trying to skim a buck.

If the relationship with your potential buyer isn't built on trust from the beginning, you can't gauge your deal, and prospects can't feel secure in their decision. Fortunately, in 2023 one of the biggest tools in building trust straight from your first outreach, is video prospecting. In this episode of the B2B Power Hour, Nick dives into what makes or breaks exceptional video prospecting with sales and video prospecting expert, Chris Bogue. Listen in as we discuss: How video helps sellers become a trusted face on their screen to converse with, be educated by, and ultimately buy from. How understanding psychology in sales will help sellers create videos that will teach about their product rather than sell, leaving the door open for buyers to continue the conversation. Why sellers who approach video prospecting with foresight, rather than just throwing something together and hoping it sticks, have greater success and build quicker and stronger relationships with their prospects through maximizing their prospects time. How putting in the time to create engaging, entertaining, and educational videos will differentiate your outreach from just a cold email, and helps avoid the potential buyer to feel talked at rather than intrigued.

Sending the same canned outreach message shoved into a prospects inbox isn't going to get the response you're hoping for. Attaching video to your message needs to be more than just a commodity to your outreach. Prospecting with a planned and prepared video can be the difference between a difficult prospect engaging with your outreach, and sending you to spam. In this episode of the B2B Power Hour, Morgan dives into the preparation that goes into video prospecting with the queen of video prospecting and account executive at Deel, Melissa Gaglione. Listen in as we discuss: How utilizing prepared and thoughtful video in your prospecting can change your results drastically by building stronger rapport, trust, and connection while also driving a higher response rate with your sales pipeline. Why sellers who approach video prospecting with foresight, rather than just throwing something together and hoping it sticks, have greater success and build quicker and stronger relationships with their prospects through maximizing their prospects time. How approaching video prospecting from a story-based angle, intent on teaching or exploring rather than pitching will build value in you and validate you as an expert of your product for your prospects Why sellers need to cater their outreach to their prospect's preferred outreach platform to truly count themselves as prospecting and get in front of their pipeline, whether that is LinkedIn, email, or even recommending a video call.

One of the most effective prospecting tools for salespeople in 2023 is a having a presence on social media. Posting, commenting, getting involved builds a relationship with your prospects that drives them to your page. But once your prospects visit your profile, you need more than just a good message. The secret to building a pipeline and strengthening a salespersons social media presence is through video content, and doing it well. In this episode of the B2B Power Hour, Morgan dives into all things video prospecting with media and sales extraordinaire, co-founder at SpliceVideo and Social Social, Nick Capozzi. Listen in as we discuss: How to diversify your content by keeping it brief and laser focused on your target audience, thus avoiding the "pile-on" of information that often happens in cold outreach Why committing small amounts of time a day on planning and executing your content rather than wasting massive amounts of time planning every detail will keep yourself engaged in content, and help you create better, driving, video content for your socials What aspects of recording video really matter to your audience, such as your attitude and lighting, and ignoring the technical aspects your community isn't worried about How great content will trump any missteps made in your production, as it builds value and connection with your perspective clients. Just click record and adjust from there!

The power behind account-based sales development lies in the personalization for your buyer personas. But too often sales reps find themselves further generalizing their target accounts, further away from their pipeline than ever before. To truly understand account-based sales development, you have to get out of your comfort zone, look at your approach from other sets of eyes, and adapt your strategy to your target acccounts. In this episode of the B2B Power Hour, Nicholas sits down with the undisputed expert in account-based sales development and CEO at Apex Revenue, Joey Gilkey to uncover the iceberg that is true, successful, ABSD. Listen in as we discuss: Why it's better to take a more focused, organized approach to account-based sales rather than trying to Frankenstein a framework together without very much good data Where sales reps who are implementing account-based sales development are going wrong in their process, and how to course correct their strategy How to capture your potential clients with by tooling your messaging to be more consistent, vague and intrigue based rather than an outright one-and-done pitch How working to understand the perspectives of different roles in your company can help you better understand your buyer and develop a stronger account-based strategy

With more and more sellers who lean on traditional sales methods being ghosted, stonewalled, and falling short of their quotas, the true seller success stories are coming from those who know how to generate their pipeline through LinkedIn. In this power play episode of the B2B Power Hour, Morgan and Nick dive into the archive to develop your master framework when generating demand on LinkedIn including targeting, and the do's and don'ts of the comment section. Listen in as we discuss: How to develop your social selling strategy on LinkedIn by "social listening;" reading comments, following success stories, and seeing what works for engagement. What questions you need to ask about your potential pipeline such as; "Who are targeting on LinkedIn, and are they actually active with the chance to see your content?" How to recognize what kinds of trends are developing with your target list through the comment section on LinkedIn, and how to engage to build rapport rather than scare away potential clients Why you need to invest time and effort when generating demand on LinkedIn, rather than buying the new and trendy product to mask where your skills are lacking

Content is a new, powerful channel for sellers to reach their buyers. For sales reps to remain competitive, they must learn what content works, what content does not, and how to fine tune their own content creation. In this episode of the B2B Power Hour, Morgan speaks with community growth expert, former chief evangelist at Challenger, current community growth at Lavender, Jen Allen-Knuth to answer the question: what works when creating content as a salesperson? Listen in as we discuss: How creating content consistently can soften-up prospects for an easier sell Why sellers should approach content with the long-term selling relationship in mind, not just the short payoff How to create content that will help educate your prospect on you, and you to educate yourself on your prospects Why sellers should post their own insights to invite alternative points of view from other sellers and their prospects