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. 

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. Follow Morgan Smith on LinkedIn: https://www.linkedin.com/in/morganjsmith/Follow Nicholas Thickett on LinkedIn: https://www.linkedin.com/in/nicholasthickett/Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.

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.Connect with Breezy BeaumontLinkedInWebsiteIn this episode, we cover:Product-led growth vs. ABM & Outbound (1:20)Sales teams in product-led companies (3:10)Adding value in the buyer's lifecycle (6:42)Product qualified leads – PQL (8:31)Why PQLs exist post-purchase (13:29)Common mistakes & successes (15:48)Mistakes in shifting a company to product-led growth (19:32)Creating centralized revenue intelligence (23:36)Judgment calls when creating PQLs (28:15)Breaking down silos (31:28)The end of the CMO? (34:47)Layering on traditional outbound in product-led firms (37:02)Product-led movements for enterprise buyers (43:08)Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickettFollow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmithJoin the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.

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.Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickettFollow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmithJoin the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.

Prospecting stands as one of the most pivotal skills in a salesperson's arsenal, integral to the triumph of a sales operation. However, in this era marked by the proliferation of diverse selling channels, formerly dependable prospecting tactics have lost their effectiveness.The era of simply picking up the phone to secure a sale has faded into the past. To excel in prospecting in 2023, top-tier sales professionals must hone their proficiency in social selling.In this edition of B2B Power Hour, Morgan and Nick, join B2B consultant Jonathan Fischer, the Founder of Bridgeview, in collaboration with the Evolved Sales Leader to explore the adoption of social selling as a potent prospecting strategy and offer a practical blueprint for achieving social selling success in 2023.Join us as we delve into:Embracing the nuances of social selling.Dispelling three prevalent myths surrounding social selling.Crafting a prosperous social selling blueprint.Identifying and leveraging your unique sales strengths in the year 2023.Follow Morgan Smith on LinkedIn: https://www.linkedin.com/in/morganjsmith/Follow Nicholas Thickett on LinkedIn: https://www.linkedin.com/in/nicholasthickett/Follow Jonathan Fischer on LinkedIn: https://www.linkedin.com/in/jonathanpfischer/Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.

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.Follow Morgan Smith on LinkedIn: https://www.linkedin.com/in/morganjsmith/Follow Sarah Filipiak on LinkedIn: https://www.linkedin.com/in/sarahflip/Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.

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. Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickettFollow Nate Nasralla on LinkedIn: https://www.linkedin.com/in/natenasralla/Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.

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.Follow Morgan Smith on LinkedIn: https://www.linkedin.com/in/morganjsmith/Follow Matt Green on LinkedIn: https://www.linkedin.com/in/matthewcorneliusgreen/Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.

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 leadsJoin us to learn how to nurture leads on LinkedIn without buying new software or becoming a professional scroller.Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickettFollow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmithJoin the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.

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) 578-8581Follow our illustrious team of sales experts from today's episode:Stephanie Benavidez on LinkedIn: https://www.linkedin.com/in/melissagaglione/Sarah Filipiak on LinkedIn: https://www.linkedin.com/in/saad-khan-73329013b/Riley Blaisdell on LinkedIn: https://www.linkedin.com/in/rileyblaisdell/Nicholas Thickett on LinkedIn: https://www.linkedin.com/in/nicholasthickett/Morgan Smith on LinkedIn: https://www.linkedin.com/in/morganjsmith/Liked what you heard today? Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.

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 companiesHow 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) 578-8581Follow our illustrious team of sales experts from today's episode:Melissa Gaglione on LinkedIn: https://www.linkedin.com/in/melissagaglione/Saad Khan on LinkedIn: https://www.linkedin.com/in/saad-khan-73329013b/Caspian Lewke on LinkedIn: https://www.linkedin.com/in/caspian-lewke/Morgan Smith on LinkedIn: https://www.linkedin.com/in/morganjsmith/Liked what you heard today? Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.

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 youWhy 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 companiesHow 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.Follow Morgan Smith on LinkedIn: https://www.linkedin.com/in/morganjsmith/Follow Nicholas Thickett on LinkedIn: https://www.linkedin.com/in/nicholasthickett/Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.

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.Follow Nicholas Thickett on LinkedIn: https://www.linkedin.com/in/nicholasthickett/Follow Chris Bogue on LinkedIn: https://www.linkedin.com/in/chris-bogue/Join the One Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.

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 prospectsWhy 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.Follow Morgan Smith on LinkedIn: https://www.linkedin.com/in/morganjsmith/Follow Melissa Gaglione on LinkedIn: https://www.linkedin.com/in/melissagaglione/Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.

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 outreachWhy 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 socialsWhat 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 aboutHow 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!Follow Morgan Smith on LinkedIn: https://www.linkedin.com/in/morganjsmith/Follow Nick Capozzi on LinkedIn: hhttps://www.linkedin.com/in/nick-capozzi/Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.

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 dataWhere sales reps who are implementing account-based sales development are going wrong in their process, and how to course correct their strategyHow 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 pitchHow working to understand the perspectives of different roles in your company can help you better understand your buyer and develop a stronger account-based strategyFollow Nicholas Thickett on LinkedIn: https://www.linkedin.com/in/nicholasthickett/Follow Joey Gilkey on LinkedIn: https://www.linkedin.com/in/joeygilkey/Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.

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 sellWhy sellers should approach content with the long-term selling relationship in mind, not just the short payoffHow to create content that will help educate your prospect on you, and you to educate yourself on your prospectsWhy sellers should post their own insights to invite alternative points of view from other sellers and their prospectsFollow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmithFollow Jen Allen on LinkedIn: https://www.linkedin.com/in/demandjen1/Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.

One of the most powerful strategies for successful sales reps in 2023 is having open conversations with prospects, influencers, and other reps on LinkedIn.In this episode of the B2B Power Hour, Morgan and Nick deep-dive into the future of sales, how sales reps are starting conversations and how those conversations can lead to accelerating deals all on LinkedIn.Listen in as we discuss:Why many traditional sales channels have become obsolete; and what the best, current channels areWhy sales reps need to be willing to adapts their sales habits to stay competitive in their marketHow to search for relevant, existing conversations and influencers on LinkedIn to joinWhy and how you should consistently give your insight on LinkedInFollow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmithFollow Nicholas Thickett on LinkedIn: https://www.linkedin.com/in/nicholasthickett/Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.

Creating content to build your pipeline can move at a snail race, but it's a process that reaps rewards in the long-run.In this episode of the B2B Power Hour, Morgan and Nick discuss how to create your content to achieve resonance with your audience, rather than just pushing it out and throwing up a prayer. By creating content for your specific target customers, you can build a long-term relationship with your potential customers right on the social platforms that they live on.Listen in as we discuss:How to use  content for nurturing and warming up potential customersHow to link problems and pains to your content creation processMeasuring the success of your content in more than just vanity metricsOptimizing your content using The Content Prism Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmithFollow Nicholas Thickett on LinkedIn: https://www.linkedin.com/in/nicholasthickett/Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.

LinkedIn is a necessity in every seller's tool belt – but what if it was just for pure networking instead of selling?In this episode of the B2B Power Hour, Morgan sits down with LinkedIn community builder  extraordinaire, account executive at Paycor, and fan of the show Riley Blaisdell to unmask the intricacies of developing your LinkedIn community. Riley is a true expert at using LinkedIn to build community beyond simply selling – but deepening relationships with influencers, peers, and friends in the all-digital world we're currently living in.Listen in as we discuss:How to start using LinkedIn to your advantage, no matter if you're a beginner or a veteran on the platformStrategies to organize your day and balance work with networking How developing thick skin to help you push through lulls in your contentWhat drives someone to repeatedly return to your LinkedIn profile Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmithFollow Riley Blaisdell on LinkedIn: https://www.linkedin.com/in/rileyblaisdellJoin the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.

A lost art, outbound messaging is what separates bots from humans, and decent sellers from great ones. To capture your prospects' attention and trust, you need a proven framework. Welcome to the ultimate outbound messaging power play episode!In this episode of the B2B Power Hour, Morgan and Nick compress their framework for outbound messaging inspired by the show's brightest highlights on the subject. From Arjun Palai, SVP at Zoom Info to Jason Bay, Founder and CEO at OutBound Squad, fill in your outbound gaps from experts themselves. Listen in as we discuss:Nick and Morgan's three part outbound framework made up of segmentation, research, and articulation.Researching and developing realistic buyer personasBuilding on your resources to create “cheat sheets” to tailored messaging.Adapting with developing tools such as AI to stay on the forefront of current outbound strategiesFollow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmithFollow Nicholas Thickett on LinkedIn: https://www.linkedin.com/in/nicholasthickett/Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.

With skittish potential clients and new outbound tools right on the B2B sales horizon, cold calling can feel dated and unnecessary. Some companies are planning on calling it quits on cold calling altogether. But what if your sales team just doesn't have the understanding of how to modernize their calls to consumers in 2023?In this episode of the B2B Power Hour, Morgan dives into what drives the perfect cold call with outbound sales extraordinaire and sales leader at Vendr, Saad Khan. From selling in the trenches to rising as a sales leader, Saad brings a unique, organized understanding of what makes a good cold call great, and what transforms a great pipeline to a top-performing pipeline. Listen in as we discuss:The seven-step framework to understanding your consumer and customizing your call to match their personaAccountability for BDR's, as well as providing them with the tools they need to have authentic, interesting conversations with potential customers.Synchronizing sales, marketing, and other departments involved with your potential clients Breakdowns in communication, score cards, and other processes that may be neglected when they're not being maintainedFollow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmithFollow Saad Khan on LinkedIn: https://www.linkedin.com/in/saad-khan-73329013b/Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.

As the world of outbound sales has evolved, sellers need new strategies to reach buyers. You need deeper skills and insights to stay ahead with your outbound sales strategy. In this episode of the B2B Power Hour, Morgan sits down with founder at Death to Fluff, LinkedIn sales star, and Belal Beltrawy for a master class education on the essentials of great outbound selling in 2023. Listen in as we discuss:The mental mindset required to be an elite performer.What you can learn from direct response copywriters  in B2B salesDeveloping bold, creative messaging that breaks through to buyers on the phone and on emailTechniques to increase the number of positive responses and conversations with prospects. Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmithFollow Belal Betrawy on LinkedIn: https://www.linkedin.com/in/belbatrawy/Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.

Research is just as important as having a strong sales process. However, with so many moving variables in an ever changing market, getting the right information before launching an outbound campaign can feel like an impossible task even for the most experienced seller.In this episode of the B2B Power Hour, hosts Morgan Smith and Nicholas Thickett deep dive into the fundamentals of research for enterprise accounts that can raise your prospecting success astronomically including including a win/loss analysis, internal research, using existing buying data, and more!!Listen in as we discuss:List building and prioritizationChampion identificationDifferentiating among the levels of N+ people in a buying process Importance of finding the right person and doing homework on the customer's business modelFollow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmithFollow Nicholas Thicket on LinkedIn: https://www.linkedin.com/in/nicholasthickett/Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.

When you're growing your company, hitting sales goals can be an all encompassing endeavor. It's easy to slap a one-size-fits-all strategy onto a big group of potential customers.But to truly develop your brand and bring in long-term customers, you have to understand and plan for their specific needs.In this episode of the B2B Power Hour, Morgan sits down with business expert and current founder at Blueprint, Jordan Crawford to explore the importance of understanding customer needs and behaviors in driving growth for companies with specific examples from Tidio, Freshdesk, Gladly, and more!Listen in as we discuss:The importance of targeted marketing and understanding customer needsThe impact of customer feedback on target market and messagingThe effectiveness of "selling the job to be done"Insights into how AI can be used to improve customer experiences Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmithFollow Jordan Crawford on LinkedIn: https://www.linkedin.com/in/jordancrawford/Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join. 

We've dove into the archives of the B2B Power Hour and assembled the best wisdom we've dropped into this all out, first-of-its-kind Power Play Episode. Today's topic? Creating your LinkedIn profile. We're covering the three core principles for a great LinkedIn profile as a seller, informed by our hundreds of experiments and hundreds of profile reviews. Tune in to learn how to build your profile so you can send connection requests, earn responses, and have great conversations on LinkedIn. Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickettFollow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmithJoin the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join. 

Struggling to get your connection request accepted? This is the episode for you. We're diving into what to look for inside a prospect's LinkedIn profile. Listen in to learn the three profile themes to look for, the three questions to ask when visiting a profile, and the three types of messaging to use when reaching out to a prospect.Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickettFollow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmithJoin the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join. 

We've reviewed hundreds of LinkedIn profiles through our live profile review extravaganzas and our consulting work. What are the most common mistakes we see SDRs and AEs make on their LinkedIn profiles? Today we're diving in deep into the 12 most common problems we see when reviewing profiles – and what to do instead. Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickettFollow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmithJoin the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join. 

Mandy McEwen's top tip for SDRs selling on social: don't sell! SDRs use social to build meaningful relationships and qualify opportunities well before they enter pipeline. In this special interview, Mandy is breaking down what top SDRs do on social in 2023. From building a profile that isn't all about sales to deciding when to pitch (or definitely when not to), Mandy dives in to all the necessary strategies and tactics to succeed on LinkedIn as an SDR. Mandy is Founder & CEO at Luminetics.io, a social selling training company. Find her here: https://www.linkedin.com/in/mandymcewen/Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickettFollow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmithJoin the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join. 

Q1 has brought a few surprises: the wide range of new artificial intelligence (AI) tools, a topsy-turvy economy that's decimated banks, and a lot of rounds of layoffs across tech. We're discussing how to make sure you're not on the chopping block, the potential impact of AI, and why it's not just one individual's responsibility to solve the entire go-to-market strategy. Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickettFollow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmithJoin the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join. 

Antoine Marsden has a message to share: an expert SDR is looking beyond the sales stuff. They try and understand the person, the psychology, the impact of words, how people buy, why people buy. In this special interview, Antoine is breaking down what makes a great SDR in 2023. From tactical advice (like how much research you should do in advance of a call) to strategic pointers (like seeking to disqualify first), Antoine charts the path for SDR mastery. Antoine is Co-Founder of SALESDRIIVN, a UK-based agency specializing in the creation of private, bespoke events for B2B companies. Find him here: https://www.linkedin.com/in/antoinemarsden/ Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickettFollow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmithJoin the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join. 

Sales development is in trouble. We're discussing why it doesn't align with how buyers buy, the misalignment between marketing goals and sales goals, compensation plans, why outbound sucks, and what to do about it. A new flavor of episode here on the B2B Power Hour – come and join for the hot takes!Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickettFollow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmithJoin the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join. 

When we think about open-source, profit isn't usually the first thing that comes to mind, but these communities have a powerful secret that we NEED to uncover.We're going to be figuring out how Open-Source approaches communityAND why it's powerful driver for business ($$$)Claus Ibsen, Senior Principal Software Engineer at Red Hat, is joining us to break down how software companies approach the community in open-source and why we need to pay attention.Join us for this B2B Power Hour workshop on:✅  What is different about software communities vs. "regular" social media?✅ How should companies interact with open-source communities?✅  Why is the experience worth investing in?✅  What you can do today to access & leverage these communities!Join us to learn how to unlock new value from your community on social media!Follow Claus Ibsen: https://www.linkedin.com/in/davsclaus/Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickettFollow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmithJoin the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join. 

Anyone tired of ChatGPT filling your feeds? Well just wait for the next couple of years...AI is here to stay. But what is its actual power? How can sellers harness AI to improve their research, prospecting, and selling?Collin Mitchell (Humantic AI), James Reichmuth (regie.ai), and Eric Nowoslaski (Clay) are joining the show to discuss where AI is at today, and how it will change selling -- forever.Join us for this B2B Power Hour roundtable on:✅ What can AI do today vs. what do we expect it to do in 2 years?✅ Will AI replace sellers?✅ How can sellers best leverage AI tools like ChatGPT?✅ What impact will AI have in the sales process?(AI even wrote this event description). Join us!Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickettFollow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmithJoin the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join. 

Onboarding is a critical piece of your growth strategy, but that's not how it's treatedSo, how do we go from compliance week to accelerator?We're hosting a roundtable with GTM leaders Leslie Venetz & Tara Pawlak to understand how they're using onboarding as a tool to crush growth goals in 2023.Join us for this B2B Power Hour workshop on:✅  How does onboarding fit into the bigger growth strategy?✅  Should onboarding be different for Sales & marketing?✅  Does the future of enablement look like an in-house trade school?✅  How do you track the ongoing performance of onboarding?Join us to see onboarding fits into the bigger growth strategy to give your team a running start!Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickettFollow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmithJoin the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join. 

What does it take to properly onboard new SDRs and AEs?With high turnover and stratospheric quotas, sales organizations need to figure out how to train and retain great talent.Stephanie White and Stephanie Benavidez, two rockstar sales enablement leaders, are joining the show to break down what it takes to make the most of their first 60 days.Join us for this B2B Power Hour workshop on:✅  The difference between orientation and onboarding✅  What is management's role in onboarding?✅  What should be covered in the first 60 days?✅  Does onboarding really ever end?Join us to learn what it takes to properly onboard sellers and make the most of their first 60 days!Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickettFollow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmithJoin the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join. 

This week we are teaming up with Social Social to go ALL IN on social selling. You'll learn: - The benefits of social selling - Specific examples and ways social can be used for sales - If your company/industry is even a fit for social selling - How to navigate employer resistance and rules of engagement - How to use comments to your advantage - Exactly how much time you should commit to social activities - What resource and tools are needed - How long it takes to "work" Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickettFollow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmithVisit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.

What's the most critical area growth teams can build in 2023?An aligned go-to-market.This show started with a seller & marketer realizing they were on different paths. They decided to stop complaining about “sales/marketing alignment” and start building in public.Season 3 is diving DEEP into what companies need to change to actually sell to new customersAnd it requires more than just a better message

Welcome to this special 5-part series on breaking into tech sales. We're hosting special conversations with sellers from non-traditional backgrounds, unpacking their story and discussing what they learned on their journey into tech.Caspian Lewke is a Senior SDR at Gong, a conversational intelligence platform. But he actually got started in finance – first a stint at KPMG and then as an investment advisor at Fidelity before transitioning to tech sales. We talk his excellent meme game on LinkedIn, how humor infuses his entire approach, why you should capitalize on your unique strengths -- and how finance prepared him for executive-level conversations. Connect with Caspian Lewke: https://www.linkedin.com/in/caspian-lewke/Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickettFollow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmithVisit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.

Welcome to this special 5-part series on breaking into tech sales. We're hosting special conversations with sellers from non-traditional backgrounds, unpacking their story and discussing what they learned on their journey into tech.Fallon Stuart was a schoolteacher for middle and high school, but made the career leap into an Enterprise BDR position for One Identity, a cybersecurity firm. We break down the non-linear path from dealing with COVID in classrooms to cold calling executives, developing new skills like cold calling -- and how her classroom planning skills still inform her day-to-day.Connect with Fallon Stuart: https://www.linkedin.com/in/fallon-stuart/Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickettFollow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmithVisit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.

Welcome to this special 5-part series on breaking into tech sales. We're hosting special conversations with sellers from non-traditional backgrounds, unpacking their story and discussing what they learned on their journey into tech. Christyl Tabbert started out in hospitality as a Supervisor at Four Seasons. But after a sales stint for a small lock company, she broke into tech sales at Gong. Christyl shares her journey into an enterprise inside sales role, her favorite practice for managing tasks every day, dealing with imposter syndrome -- and how a  collaborative sales environment helps accelerate learning.Connect with Christyl Tabbert: https://www.linkedin.com/in/christyltabbert/Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickettFollow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmithVisit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.

Welcome to this special 5-part series on breaking into tech sales. We're hosting special conversations with sellers from non-traditional backgrounds, unpacking their story and discussing what they learned on their journey into tech.Barrett Unger is an Account Executive at Immersa, a data automation startup. Before he got into the startup sales life, he was a project engineer at Unilever (and previously got a degree in Chemistry). He charts his wild career path into sales, hunting for mythical sales codices on the internet, how he gets comfortable with discomfort -- and how navigating projects at Unilever equipped him for tech sales.Connect with Barrett Unger: https://www.linkedin.com/in/barrettunger/Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickettFollow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmithVisit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.

Welcome to this special 5-part series on breaking into tech sales. We're hosting special conversations with sellers from non-traditional backgrounds, unpacking their story and discussing what they learned on their journey into tech. Morgan Buchanan started her career as a professional ballet dancer. Now, she's an Account Executive for SMB markets at Spekit, a sales enablement tool. She charts her career journey, shares how she evaluated her job choices, talks vulnerability, breaks down her onboarding experience -- and reveals how her years of practicing for the stage still inform the way she works today.Connect with Morgan Buchanan: https://www.linkedin.com/in/morganbuchanan1/Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickettFollow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmithVisit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.

So your company hasn't "done the work" to get strong product-market fit. But you still have a quota

You've probably heard of Cognism by now: leaders in sales intelligence, but also social prowess.Their wicked demand engine is only matched by how active their teams are on social – both sales AND marketing.David Bentham and Liam Bartholomew are joining the show to discuss how great demand changes the way they sell – and how they sell to sellers.Join us for the Enterprise of Social on:✅  Does great demand gen kill sales development?✅  Is there a real danger in sellers having a personal brand?✅  When should paid media start?✅  Who should own pipeline creation?

Product-led growth. Social selling. Community marketing. ABX. AI and automation. The macroeconomy.There's some serious change afoot... some would say overwhelming. But what actually matters?We're cracking open our magic eight ball and discussing what will change everything – and what to definitely ignore.

Are you still prospecting like it's 2017? Or worse... 1999?

Your profile is the foundation to high-performance social selling. It's your landing page, your business card, and your pitch — all wrapped up in one.We're reviewing LinkedIn profiles LIVE: workshopping headlines, cover photos, about sections, and more.Join us for this B2B Power Hour workshop on:✅  The 3-second test✅  Writing better headlines✅  Creating a good cover photo✅  Crafting a compelling About section✅  Building a profile funnel...and more!Join us to learn the ways to book meetings and drive attention from your profile.Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickettFollow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmithVisit our site b2bpowerhour.com to learn more about our courses, coaching, and community.