The B2B Sales Podcast

This episode of the B2B Sales Podcast is a recording of a live workshop with Skip Miller, Tom Latourette, and Thibaut Souyris for https://www.m3learning.com/ (M3 Learning). If you're interested in receiving 1 weekly tip from Skip, Tom & Thibaut, you can sign up to their newsletter https://www.m3learning.com/proactive-discovery (here).

In this new episode, Skip & Thibaut share their 7-step process to running cold calls. You can access the cold call checklist https://saleslabs.notion.site/Cold-Call-Checklist-48575a351ad14313b0e099f826473956 (here). If you're interested in receiving 1 weekly tip from Skip & Thibaut, you can sign up to their newsletter https://www.m3learning.com/proactive-discovery (here).

This episode is an interview of Morgan J Ingram for Sales Development Talks, a new show Thibaut is launching with Tolstoy. If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter https://www.m3learning.com/proactive-discovery (here). If you want 1 sales development tip per week from Thibaut, it's over https://www.saleslabs.io/resources/tacticalselling/ (here).

This episode is an interview of Thibaut by Eric Quanstrom from Cience. Thibaut talks about prospecting on LinkedIn, what you should do and what you shouldn't do. If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter https://www.m3learning.com/proactive-discovery (here). If you want 1 sales development tip per week from Thibaut, it's over https://www.saleslabs.io/resources/tacticalselling/ (here).

In this new episode, Thibaut receives Julius Göllner, Co-Founder at ARRtist. In this interview, you'll discover a simple framework to build your ICP and buyer persona, and keep them updated as your solution evolves. You can connect with Tom on LinkedIn https://www.linkedin.com/in/julius-goellner/ (here). Enjoy the show!

This episode is an interview of Jed Mahrle for Sales Development Talks, a new show Thibaut is launching with Tolstoy. If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter https://www.m3learning.com/proactive-discovery (here). If you want 1 sales development tip per week from Thibaut, it's over https://www.saleslabs.io/resources/tacticalselling/ (here).

In this new episode, Thibaut receives Adam Verity, Founder & Host of the Sales Persuasion Summit. In this interview, you'll discover how Adam invited 31 influential people as speakers to his summit. You can join the summit for free https://salespersuasionsummit.com/b2bsalespodcast (here). Enjoy the show!

This episode is an masterclass of Thibaut for Hyrise Academy. Thibaut talks about how to make prospecting videos with 38% conversion rate If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter https://www.m3learning.com/proactive-discovery (here). If you want 1 sales development tip per week from Thibaut, it's over https://www.saleslabs.io/resources/tacticalselling/ (here).

In this new episode, Thibaut shares the 3 rules to using LinkedIn voice notes to start conversations, and book meetings. If you want to read the full guide on using voice notes, https://www.saleslabs.io/how-to-book-meetings-with-linkedin-voice-notes/ (it's here). If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter https://www.m3learning.com/proactive-discovery (here). If you want 1 sales development tip per week from Thibaut, it's over https://www.saleslabs.io/resources/tacticalselling/ (here).

In this new episode, Skip & Thibaut share 3 things you can right now to prepare Q4. https://www.linkedin.com/posts/skip-miller-a7243_sales-proactiveselling-skipstips-activity-6978373939047645185-0PFt?utm_source=share&utm_medium=member_desktop (Here's the post Skip) did about the ROI slides, don't miss it! If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter https://www.m3learning.com/proactive-discovery (here). If you want 1 sales development tip per week from Thibaut, it's over https://www.saleslabs.io/resources/tacticalselling/ (here).

This episode is an interview of Thibaut by Darryl Praill, from AgoraPulse. Thibaut talks about his New Outreach System (you can https://www.saleslabs.io/the-new-outreach-system/ (check it here)). If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter https://www.m3learning.com/proactive-discovery (here). If you want 1 sales development tip per week from Thibaut, it's over https://www.saleslabs.io/resources/tacticalselling/ (here).

In this new episode, Thibaut shares 3 rules to reach your target when you're lazy.If you want to read the full guide on 5 traits of successful SDRs, it's here.If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.If you want 1 sales development tip per week from Thibaut, it's over here.

This episode is an interview of Darryl Praill for Sales Development Talks, a new show Thibaut is launching with Tolstoy.If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.If you want 1 sales development tip per week from Thibaut, it's over here.

In this new episode, Skip & Thibaut share 3 ways you can mentally prepare for outbounding.Here's a cold call checklist to help you prepare.If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.If you want 1 sales development tip per week from Thibaut, it's over here.

In this new episode, Thibaut shares 3 steps to creating upsell opportunities.If you want to get the detailed guide in your mailbox when it goes out, it's over here.If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.

This episode is an interview of Thibaut by Tyrone Smith, from Host of The Sales Career Podcast. Thibaut talks about his journey becoming a solopreneur.If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.If you want 1 sales development tip per week from Thibaut, it's over here.

In this episode, Thibaut receives Tom Latourette, Managing Partner at M3 Learning.If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.If you want 1 sales development tip per week from Thibaut, it's over here.

In this new episode, Skip & Thibaut share their tactics to find and quantify prospects' problems.If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.If you want 1 sales development tip per week from Thibaut, it's over here.

In this new episode, Thibaut shares how you can use comparative logic to get replies.You can find the blog post and calculator Thibaut mentioned here.if you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.If you want 1 sales development tip per week from Thibaut, it's over here.

In this new episode, Thibaut shares what he would do if he was starting a new sales job in 2023.You can get The New Outreach System + The Cold Message System for 50% over here.if you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.If you want 1 sales development tip per week from Thibaut, it's over here.

In this new episode, Thibaut shares his 3 steps to using the cost of inaction in your messaging. You can find how to create a comparative logic calculator here.Get this podcast in written version here.If you want 1 sales development tip per week from Thibaut, it's over here.

In this new episode, Thibaut shares how he saved 4 hours of prospect research, with ChatGPT. If you're interested in joining the waitlist for the AI Outreach System, you can do it here.Go check the blog post here.

In this new episode, Thibaut shares the 3 steps he follows to get a 50% reply rate with ChatGPT. If you're interested in joining the waitlist for the AI Outreach System, you can do it here.Go check the blog post here.

In this new episode, Thibaut shares the 5 steps he follows to turn a marketing resource into a killer prospecting asset. If you're interested in joining the waitlist for the AI Outreach System, you can do it here.Go check the blog post here.

In this new episode, Thibaut shares the 3 steps he follows to create dozens of email subject lines in less than 5 minutes. If you're interested in joining the waitlist for the AI Outreach System, you can do it here.Go check the blog post here.

In today's episode, Thibaut shares a few details about his new course, The AI Outreach System. You can join the waitlist here. Be quick, it closes for good on the 20th of February.

In this new episode, Thibaut shares the 3 steps he follows to create dozens of cold outbound messages in less than 10 minutes. If you're interested in pre-ordering the AI Outreach System, you can do it here.Go check the blog post here.

In this new episode, Thibaut shares 4 AI tools you can't afford to miss if you're in sales. If you're interested in pre-ordering the AI Outreach System, you can do it here.You'll find all the links to the tools here.

In this new episode, Thibaut shares 5 ChatGPT prompts can't afford to miss if you're in sales. You'll find all the links mentioned in the episode here.

In this new episode, Thibaut shares 3 mistakes salespeople do when using ChatGPT, and how to fix them. You'll find all the links mentioned in the episode here.

In this episode of the B2B Sales Podcast, Thibaut Souyris shares three essential concepts to help you effectively use GPT-4 and ChatGPT to be more productive and book more meetings. Learn how to train the AI, write effective prompts, and chat with the AI to get the best possible results.Main Topics Covered:Training the artificial intelligence (AI)Show examples of good subject lines, cold emails, and other templatesTemplatize and feed examples to ChatGPT for better resultsWriting a promptAsk the AI to act like a specific person or titleFeed the AI data to generate summaries or key pointsShow the AI good email templates and ask for new ideasChatting with the AIKeep the conversation going to refine ideas and clarify thoughtsTurn ideas into checklists or summariesDevelop other thoughts through continued dialogueLink to Examples Mentioned in the Podcast:3 Concepts You Need to Understand About GPT-4 Right Now

In this episode of the B2B Sales Podcast, we explore how to use GPT-4 to personalize your outreach on LinkedIn, saving you time and increasing your chances of catching your prospect's attention. Follow these three simple steps to make your outreach more effective.Main Topics:Using GPT-4 for personalizing LinkedIn outreachStep 1: Exporting a prospect's LinkedIn profile as a PDFStep 2: Asking GPT-4 to skim the resume for personalization elementsStep 3: Writing your personalized LinkedIn messageExample of a successful personalized outreach messageSaving time in prospect research with GPT-4Link to Examples: GPT-4: 3 Steps to Personalizing Your Outreach on LinkedIn

meetings with AI using GPT-4 or ChatGPT. Learn how to integrate AI into your prospecting habits, save time, and book more meetings with prospects.Main Topics Covered:Step 1: Do your researchStep 2: Craft your messagesStep 3: Follow up to get a replyStep 4: Build your reciprocity resourceStep 5: Navigate conversations to book the meetingLinks:Examples and detailed article with prompt examplesAI Outreach System

In this episode of the B2B Sales Podcast, Thibaut shares a few details about his new course, The AI Outreach System. It goes live on Friday 14th of April at 4:00 PM Berlin time.If you want to grab the 30% discount code mentioned in the episode, make sure to sign up to Tactical Selling: https://www.saleslabs.io/tactical/

In this episode of the B2B Sales Podcast, host Thibaut shares four powerful outbound message frameworks to help you catch your prospects' attention and start more conversations. Discover the rationale behind each framework, and learn how to effectively utilize them in your sales outreach. Don't miss this chance to level up your sales game!Main Topics Covered:Framework 1: Question Teaser Call to ActionProblem-oriented questionIntriguing resource (teaser)Simple question for the call to action (CTA)Framework 2: Job to Be DoneTool or resource related to the conversationConfirm if the issue is still a priorityTeaser sentence to pique interestFramework 3: Do the MathTrigger (reason for reaching out)Quick pitch (quantified impact of your solution)Calculation (back of the envelope estimate)CTA (asking for action)Framework 4: Question Teaser Call to Action with PSProblem-oriented questionIntriguing resource (teaser)Simple question for the call to action (CTA)PS (funny or personal mention)Examples:For detailed examples of these frameworks in action, visit the link below to explore how they work and why they're effective: 4 Outbound Message Frameworks You Should Try Right Now

In this episode of the B2B Sales Podcast, Thibaut shares how he created his latest LinkedIn headshot using an AI tool called Secta, saving time and money compared to traditional professional headshots. Learn how you can create a professional headshot in just minutes for only $49.Main Topics Covered:Importance of a professional headshot on LinkedInChallenges with traditional professional headshot processIntroduction to Sector Labs AI toolStep-by-step guide to creating a LinkedIn headshot using Sector LabsExamples of AI-generated headshotsLink to examples mentioned in the podcast: How I Used AI to Create My LinkedIn Headshot

In this episode of the B2B Sales Podcast, Thibaut shares the release of the ultimate guide to AI-powered outreach, created in partnership with outreach.io. Discover how AI is revolutionizing the sales industry and learn how to harness its power to make your prospecting more effective.Main Topics Covered:The AI revolution in salesThree ways to use AI for prospectingHow NOT to use AI for prospectingReal-life examples and prompts for chat GPTImportance of adapting to the fast-changing AI landscapeGet your free guide here: https://www.saleslabs.io/ai-guide/

In this special episode of the B2B Sales Podcast, we discuss how to turn a marketing resource into a valuable prospecting asset. We delve into the process, the tools used, and the importance of this strategy. Using a practical example of a blog post, we illustrate how you can extract value from lengthy content, make it concise, and repurpose it as a playbook. This innovative approach can enhance your prospecting efforts and make your outreach more appealing.Main Topics Covered:The concept of turning a marketing resource into a prospecting assetThe process of selecting and extracting text from a marketing resourceUtilizing the capabilities of GPT-4 to create a playbookGenerating catchy titles for the playbookIncorporating the final product into a Notion pageThe strategy of sharing the playbook as a prospecting assetThe practice of "teasing" a prospecting assetWatch Me Turn a Marketing Resource into a Prospecting Asset

In this episode of the B2B Sales Podcast, Thibaut Souyris delves into the nuances of effectively using calendar links to book meetings. He outlines the importance of timing, how to tactfully navigate the conversation, and when to share your availability. This episode is packed with valuable tips to avoid the pitfalls of pushy outreach and to enhance your productivity in sales.Links and Resources: Free Guide: How to Use Calendar Links to Book Meetings

In this episode of the B2B Sales Podcast, Thibaut takes listeners through his process of creating an effective call outreach sequence from scratch, leveraging Chat GPT to build the content. This 5-step process is designed to help improve your sales outreach efforts and optimize your results. Thibaut will also introduce a detailed video tutorial that will be released on Thursday, providing a step-by-step walkthrough of the entire process.Main Topics Covered:Reviewing your ICP (Ideal Customer Profile) metrics: Understanding your ideal customer companies based on size, revenue, location, and other demographic data, along with identifying ideal customer titles within these companies.Selecting a target within your ICP: Choosing the right job title and company type to pursue for your specific sales effort.Reviewing the problems of the selected ICP: Identifying and listing the unique issues faced by your chosen target, and understanding the symptoms of these problems.Building your outreach sequence skeleton: Determining the number of touchpoints, the channels to use (LinkedIn, email, phone, etc.), the type of media (audio, video, text), and the cadence of follow-ups.Creating your messages: Utilizing Chat GPT to construct the content of your outreach messages, including cold call scripts and email frameworks.Resources:Watch the detailed video tutorial of the entire process with screen sharingFurther reading and resources will be provided throughout the video tutorial to help you build your metrics and improve your outreach sequences.

In this quick episode of the B2B Sales Podcast, our host introduces a unique opportunity for listeners to participate in a live, online masterclass focused on improving sales sequences. The class is ideal for salespeople, SDRs, executives, and anyone else involved in sales who is struggling to create efficient and successful sales sequences.Main Topics CoveredThe motivation behind creating the online masterclass and its key audience.Challenges that salespeople commonly face while creating a sales sequence.The significance of understanding a prospect's problems in building engaging sales messages.An overview of what to expect from the online masterclass including the building of a sequence skeleton and techniques to increase reply rates.The introduction of a special discount for podcast listeners and newsletter subscribers.Details of the online masterclass (date, time, and limitations).The benefits of attending the masterclass, including the ability to access recorded content and complete assignments to reinforce learning.Links and ResourcesOnline Masterclass RegistrationSpecial discount code available in the show notesLimited to the first 50 peopleThe masterclass will be recorded for those who can't attend liveIncludes pre and post-class assignments for hands-on learningThe masterclass is scheduled for the 5th of July, 2023 at 4 PM Paris timeDesigned to enable you to build your own advanced sales sequence from scratch, with the ability to adapt and evolve over time.

In this episode of the B2B Sales Podcast, Thibaut Souyris shares his insights into a unique approach for those struggling to book meetings. Instead of reaching out to completely new prospects, he presents a three-step method that targets inactive customers and lost opportunities. Whether you've experienced a drop in engagement or are merely seeking new ways to boost your conversations and book more meetings, this episode is packed with valuable advice.Main Topics Covered:The importance of targeting inactive customers and lost opportunitiesHow to compile a list of these contacts and the ideal number to reach out to dailyCrafting a conversation sequence that re-engages, instead of directly asking for a meetingUseful frameworks and examples for initiating meaningful conversationsImportance of systemizing this approach and incorporating it into your daily routineThe motivational boost of starting more conversations and booking more meetingsLinks and Resources:For a detailed explanation and real-time application of this tactic, check out the full guide available here

In this episode of the B2B Sales Podcast, Thibaut dives into the nuances of sending effective cold emails. He shares three essential rules to increase the open and response rates, leading to more conversations and bookings. If you've been struggling to get replies or constantly facing rejections, these tips can turn your cold email strategy around.Main Topics Covered:Importance of a succinct subject line:Aim to keep it under five words.Look for inspiration in your own mailbox.Creating an effective body for the cold email:Limit the body to a maximum of 125 words.Test the email on your mobile phone.Tips to avoid sending long and monotonous emails.Using frameworks to craft cold emails:Avoid writing each email from scratch.Use available frameworks to make the process more efficient.Links and Resources:3 Rules to Getting Replies with Cold Emails

In this episode of the B2B Sales Podcast, Thibaut shares his tactic for getting the attention of prospects who seem to be ignoring his outreach. Through the innovative use of AI chatbot technology, Thibaut has developed an engaging and surprisingly effective method for breaking through the noise and starting conversations with potential customers. Listen on for a comprehensive guide on how to replicate his approach using the RepliQ tool and GPT-based AI.Main Topics Covered:Thibaut's regular prospecting tactics and the response rate he typically achieves.An introduction to the tool, RepliQ, and how it utilizes GPT technology to engage with prospects.Thibaut's go-to tactic when prospects ignore his messages, involving the generation of a prompt via RepliQ that provides potential reasons why a prospect might not have replied to an email.The success rate Thibaut has seen with this novel method.The process of scaling this approach for multiple prospects using the Replic tool, including the creation of prompts and CSV exports for outreach sequencing.A deeper exploration of how this technique can be integrated into your sales process to improve conversation-starting potential with prospects.Check this video for more details.

In this episode of the B2B Sales Podcast, Thibaut explores the core reason why prospects often ignore sales pitches and offers a practical six-step strategy to effectively engage with prospects by understanding and addressing their problems.Main Topics Covered:The Core Issue: Understanding that prospects ignore salespeople because they focus on products rather than the prospects' problems.Ideal Customer Profile (ICP):Creating a clear ICP combining ideal customer companies and titles.Utilizing ‘Above the Line' and ‘Below the Line' for titles.Example: Targeting SaaS companies in EMEA with 10+ inside sales reps, focusing on CSOs, CROs, or VPs of Sales.Key Metrics: Grasping the primary metrics your prospects are concerned with.Goals: Identifying the specific goals of your prospects.Initiatives: Discovering the strategies prospects use to achieve goals.Problems: Analyzing challenges faced during initiatives.From Problems to Symptoms: Converting problems into symptoms to create relatable and effective outreach.Conclusion: Summarizing the steps and emphasizing alignment with prospects' problems for successful engagement.

In this episode, Thibaut reveals a game-changing approach to researching 10-K reports and other corporate documents using ChatGPT and the AskYourPDF plugin. Learn how to efficiently extract key initiatives and data from lengthy reports, and craft effective sales messages that resonate with your prospects.Main Topics Covered:Introduction to the episode.Installing the AskYourPDF plugin on ChatGPT.Navigating through settings to enable beta features.Accessing the plugin store and installing Ask Your PDF.Utilizing ChatGPT to summarize 10-K reports.How to ask ChatGPT to extract key points from a 10-K report using the AskYourPDF plugin.Zooming in on a key topic within the summary.How to get more specific information from the 10-K report about topics like cybersecurity.Finding a specific trigger within the report.Locating detailed sections within the report using keywords and extracting information.Building your sales message.Crafting a tailored sales email using the information extracted from the 10-K report.The importance of being on the pro plan to access plugins.Example case: Using ChatGPT to prospect Amazon as a representative of SoSafe, a German company focused on online behavior training.Resources:Step-by-step guide

In this B2B Sales Podcast, Thibaut shares key points from his recent masterclass on successful cold outreach. Learn about identifying customer problems, creating a contact plan, using different channels, and the importance of consistency.Main TopicsIdentifying Customer ProblemsCreating a Contact PlanUsing Different ChannelsConsistency in OutreachLinksDetailed PostUpcoming Masterclass

In this episode of the B2B Sales Podcast, Thibaut shares a simple yet effective four-step system for building a referral strategy in 2023. Learn how you can leverage your existing customers' networks to generate new opportunities and kick-start meaningful conversations.Main Topics CoveredThe significance of referrals in generating business opportunities in 2023.How to create a comprehensive list of existing customers with five key criteria using a CRM system.Crafting an impactful 'Thank you' script with an ask for referrals.The power of using video messages for referral requests.Tips for recording an engaging video message.Best practices for sending the video, including embedding it in an email and adding a call-to-action.Utilizing the quieter summer period to test and refine this referral strategy.Link to Detailed PostFor a more in-depth understanding and examples of the video messaging strategy discussed, follow this link to our detailed post: 4 Steps to Building a Referral Strategy

In this episode, Thibaut discusses the importance and methods of conducting efficient weekly one-on-one meetings for Sales Development Representatives (SDRs) or Sales Development Managers. He presents a 3-step approach to streamline meetings, focusing on crucial metrics such as prospects added to your sequence, conversations started, and meetings booked. The implementation of these questions leads to more effective meetings, enhanced productivity, and a more nuanced understanding of your prospecting system.Main Topics Covered:The common issue of unproductive one-on-one meetings in sales and strategies to counter thisThe first question: How many prospects did you add to your sequence? Exploring the importance of focusing on this metricThe second question: How many conversations did you start? Understanding the value of initiating conversations instead of directly pitching productsThe third question: How many meetings did you book? The significance of tracking conversations and prospect contact, rather than exclusively focusing on this outcome metricTools and resources available to assist in these areasShow Notes:Sales Process Calculator: A tool to understand how many touchpoints and prospects you need to add to your sales processAdvanced messages guide: Tips on how to initiate conversations effectively with prospectsConversation navigation resources: Methods to handle conversations that eventually lead to booking meetingsBuilding your prospecting system guide: Steps on how to create an efficient prospecting system for better resultsCalendar Link Etiquette guide: Best practices on setting up calendar links for your meetingsFor a more detailed discussion, check out the full post here.

In this insightful episode of the B2B Sales Podcast, Thibaut explains a simple, four-step system that will help listeners calculate the number of prospects they should contact daily. This system is aimed at building an effective outreach strategy and providing a clearer understanding of your daily sales activities.Main Topics Covered:Defining Your Goal: Understand your booking, revenue, opportunity, or meetings booked goal. Having a clear understanding of your monthly, quarterly, or yearly goal is critical for success.Setting Conversion Rates: Understand your conversion rates. This can be broken down into reply rate, meeting booked rate, and meeting held rate.Adding a Comfortable Padding: Calculate the number of prospects to add to your sequence in order to reach your targets, and add a 10-20% cushion to account for variations.Turning Results into Daily Activity: Break down your end goal into daily activities, helping you make progress towards reaching your targets.Links:Detailed Blog PostSales Process Calculator

In this episode of the B2B Sales podcast, Thibaut takes listeners through his daily prospecting block routine. From follow-ups to finding new prospects and motivating himself with a coffee reward, discover the step-by-step process that Thibaut uses to start engaging conversations and generate opportunities.Main Topics Covered:Starting with the follow-ups in the prospecting tracker.Methodology to determine active sequences for outreach.Importance of adaptability and monitoring replies during follow-up.Strategies to find five new prospectsApproaches for initiating the outbound engagement with prospectsThe significance of rewarding oneself after a prospecting block.Motivating oneself to start the workday with prospecting for maximum productivity.Link to the Detailed Post: Here's what I do in my daily prospecting block

In this episode of The B2B Sales Podcast, Thibaut receives Dominic Klingberg to discuss common challenges in a sales organization, and why culture is often underestimated.

In this episode, Thibaut dives deep into his process for tweaking outbound messaging to enhance the chances of getting replies. Learn about sequence skeletons, finding the right triggers, and crafting the perfect message. Boost your outbound success by understanding the nuances of messaging strategy.Main Topics Covered:The significance of adjusting outbound messages for repliesBuilding a sequence skeleton for consistencyFinding the relevant trigger to captivate prospectsCrafting messages using templatesStaying relevant with fluid messaging while maintaining a strict sequence skeletonLink to the Detailed Post: How I Tweak My Messaging When Running an Outbound Sequence

In today's episode, Thibaut offers five crucial resources to help you get back to prospecting. Whether you've had a long break, were on vacation, or had other responsibilities that put your sales activities on hold, this episode will give you the tools to reignite your sales outreach.Main Topics CoveredIntroduction and the challenge of balancing family time and prospectingResource 1: Four Steps to Kickstart Your ProspectingResource 2: Determining How Many Prospects to Contact DailyResource 3: Three Rules to Getting Replies with Cold EmailResource 4: The Ultimate Guide to AI-Powered OutreachResource 5: New Outreach System + AI Outreach System BundleSpecial Offers35% discount on the New Outreach System + AI Outreach System Bundle available until Sunday, September 3rd, 2023.Additional ResourcesFor more details on the resources mentioned, check out the linked post: 5 Resources to Help You Get Back to Prospecting.As always, we thank you for listening and wish you happy prospecting!

In this episode, Thibaut shares an insightful experience of how a sales rep successfully booked a meeting with him using smart outreach techniques. If you're tired of generic, automated outreach attempts and are looking for ways to engage effectively with potential clients, you won't want to miss this episode!Main Topics CoveredThe failure of automated outreach and the importance of personal connection.How the rep engaged with Thibaut initially by responding to his email newsletter.Utilizing the "soft ask" approach to request a quick favor.The role of reciprocity in sales, exemplified through this rep's testimonial.The importance of timing and follow-up in email outreach.Labeling as a psychological technique to navigate conversations.Special MentionTo delve deeper into strategies like this one, sign up for Thibaut's newsletter "Tactical Selling." In it, he shares actionable tips and techniques to become a better salesperson.Newsletter Signup: Tactical Selling by Thibaut

Welcome to another episode of the B2B Sales Podcast with your host, Thibaut. In today's episode, Thibaut discusses three crucial tactics you can't afford to ignore if you want to accelerate your sales deals. Tune in to discover how to ask the right questions, use value-based email follow-ups, and leverage digital tools to keep your deals moving.Main Topics CoveredThe importance of asking the right questions during prospect conversationsHow to craft effective value-based follow-up emailsUsing digital tools to align and follow up in one placeAdditional ResourcesTo get access to the playbook mentioned in the podcast, sign up to Thibaut's newsletter, Tactical Selling, here: Tactical Selling Newsletter

In this episode, Thibaut explores how to effectively use AI in B2B sales. Learn three ways to use AI for tasks like prospecting and outreach, as well as common mistakes to steer clear of.Main Topics CoveredDiscovering AI features in an iPhoneHow to Use AI in SalesMistakes to AvoidAdditional ResourcesSign up for Thibaut's "Tactical Selling" newsletter: Tactical Selling Newsletter

In this episode, Thibaut shares insights on the sweeping layoffs in the tech sector and offers pragmatic solutions to adapt to the evolving sales landscape, touching on the necessity of learning human psychology, AI tools, and considering independence in your sales career.Main Topics Covered:SDR Model's ObsolescenceImpact of AI on SalesStrategies for Sales DevelopmentEmbracing IndependenceThe instability of sales jobs and the myth of lifelong employment.Strategies to gain independence and break free from the employment cycle.Newsletter and Course Sign-up:For more insights and to pre-order the Tactical Selling course, sign up here.

Thibaut shares his LinkedIn connection request strategy that led to 12 meetings, two key frameworks for crafting impactful messages, and a bonus tip on utilizing ChatGPT for outbound prospecting.Main Topics:Securing 12 meetings with a LinkedIn strategy.Framework 1: Trigger, Idea, Call to Action (CTA).Framework 2: Merging Trigger and Idea with negative psychology.Bonus: Using ChatGPT for templatizing successful messages.Sign Up for More Insights:Thibaut's Newsletter.Happy selling!

In this episode, Thibaut shares his proven system to close a €10,000 side gig in just three weeks. Discover a step-by-step guide to leverage your sales skills for an independent career, away from unfavorable bosses.Main Topics Covered:Identifying your marketable skill in sales.Building a list of potential prospects through your network.Crafting an effective prospecting sequence for introductions and referrals.Conducting a discovery call centered on the prospect's challenges.Scoping a project after understanding the prospect's needs.Presenting your offer clearly and collaboratively.Closing the deal with strategic tools and processes.Resources:Sign up to the "Tactical Selling"

Thibaut discusses how to use chat GPT to turn messages or scripts into reusable templates for LinkedIn, emails, or calls. He offers a three-step method to stand out in your prospects' inboxes and start more conversations.Main Topics CoveredCreating a swipe file for storing good sales templatesUsing chat GPT to turn these messages into adaptable templatesHow to replace template content with your own specific use casesSign Up for the NewsletterGet more tips and a swipe file from Thibaut by signing up to the Tactical Selling newsletter: https://www.saleslabs.io/tactical

In this episode, Thibaut explains why you shouldn't just send more messages to try and get more meetings. He talks about how the number of messages you need to send has gone up a lot, why just sending more won't work, and what you should do instead.Main TopicsThe increase in the number of messages needed to get a meetingWhy simply sending more messages isn't effectiveThe importance of understanding what makes people replyWhy you should write messages that really fit the person you're talking toHow to take control of your sales work by making a good plan and sticking to itUseful LinksSign up to the newsletterSwipe file for prospecting templates

In this episode, Thibaut breaks down the seven essential fields you need to track in your CRM for efficient B2B sales. Streamline your prospecting and keep things simple with these basic yet crucial data points.Main Topics CoveredThe challenges of using a complex CRM systemThe importance of CRM hygieneTwo types of fields to focus on: Information and Progress FieldsInformation Fields: Full Name, Job Title, Email/LinkedIn URL, Phone NumberProgress Fields: Stage, Statuses like 'Answered,' 'Meeting Booked,' and 'Last Contacted Date'Sign up for the NewsletterFor more sales tips and updates, sign up for our newsletter: SalesLabs Tactical Newsletter

In this practical episode, Thibaut dives into a three-step method for turning ChatGPT into an efficient personal assistant for sales. He outlines the importance of custom instructions, organizing conversations by tasks, and initial prompt training to enhance productivity and improve outcomes in sales communication.Main Topics CoveredUtilizing ChatGPT effectively for sales by following a three-step systemSetting up custom instructions in ChatGPT to get personalized responsesOrganizing ChatGPT conversations for different sales tasksTraining ChatGPT with initial prompts for consistency in assistanceImportant LinksSign up for the newsletter for detailed instructions and tips: Tactical Selling Newsletter

In this episode, Thibaut introduces the 'Prospecting Template Assistant', a tool designed to help sales professionals create personalized cold messages and call scripts. He explains the process of building this AI-driven assistant using GPT, and invites listeners to access and test the tool through his newsletter.Main Topics CoveredIntroduction to the 'Prospecting Template Assistant' for GPT Plus usersSteps to create personalized sales messages using existing templatesBreakdown of the process: selecting a template, identifying variables, and inserting personalized inputsInvitation to test the assistant and provide feedback through the Tactical Selling newsletterImportant LinksSign up for the newsletter to access and test the Prospecting Template Assistant: Tactical Selling Newsletter

Join Thibaut in this insightful episode of the B2B Sales Podcast as he discusses three pivotal changes in outbound prospecting and how embracing these shifts can significantly enhance your sales outcomes.Main Topics CoveredCrackdown on Mass Emails: Email service providers are imposing stricter rules, leading to a reduction in spam and an emphasis on quality over quantity in email outreach.Strategies for Effective Emailing: Tips on rebuilding your outreach system to focus on engaging conversations rather than sheer volume, with an emphasis on understanding and addressing prospects' problems.Leveraging AI in Sales: The transformative impact of AI, especially ChatGPT, in making sales processes more efficient.Newsletter Sign-UpGet the latest sales strategies and exclusive Black Friday discounts by signing up for the SalesLabs Tactical Newsletter.

In this episode, Thibaut shares a five-step strategy for busy professionals to effectively book meetings. Emphasizing the importance of proactive prospecting in sales, he offers practical tips to manage time and maximize outreach efficiency, even with a packed schedule.Main Topics CoveredRecognizing the need for self-generated pipeline in salesScheduling a daily 'Power Hour' for uninterrupted prospectingPrioritizing follow-ups to maintain momentum in sales conversationsIdentifying five new prospects daily and engaging with themUtilizing specific triggers for personalized outreachImportant LinksLearn more strategies and access detailed guides by signing up for the Tactical Selling Newsletter: Tactical Selling Newsletter

In this episode, Thibaut reveals his approach to achieving a 57.5% win rate in sales in 2023. He discusses the importance of refining triggers, crafting concise messages, and simplifying offerings to improve conversation rates and close deals more effectively.Main Topics CoveredImportance of timely, relevant, and creative triggers in cold outreachTechniques for refining triggers, including using product announcements and webinar insightsThe strategy of keeping messages under 300 characters for clarity and impactSimplifying the sales offering for quicker and easier closing of dealsPractical tips to increase win rates, including monitoring time-based triggers and regularly updating prospecting templatesImportant LinksSign up for the Tactical Selling Newsletter for access to prospecting templates and detailed strategies: Tactical Selling Newsletter

In this episode, Thibaut outlines a three-step approach to building an effective lead list for 2024. He introduces the concept of the Ideal Customer Profile (ICP) Matrix and provides practical advice on identifying ideal customer companies and titles, as well as how to segment and enrich these profiles for successful prospecting.Main Topics CoveredUtilizing the ICP Matrix to define ideal customer companies and titlesStep-by-step guidance on segmenting customer profiles based on firmographic criteriaStrategies for identifying different types of buyers: Above the Line (ATL), Below the Line (BTL), and InfluencersTips for building and enriching a segmented lead list using tools like amplemarketAn invitation to participate in a giveaway for a free one-year access to amplemarket's search featureImportant LinksSign up for the Tactical Selling Newsletter to access detailed ICP Matrix examples and additional resources: Tactical Selling Newsletter

In this episode, Thibaut shares his three most effective prospecting tactics from 2023. He details each tactic, explaining how they led to impressive reply and meeting rates, and ultimately, opportunities. Thibaut invites listeners to sign up for his Tactical Selling newsletter for more insights and access to his upcoming 2024 course, "The Prospecting Engine."Main Topics CoveredDirect Approach: Using personalized triggers and offering opportunities in outreach messages.Do the Math: A framework combining a trigger, pitch, calculation, and call to action, to quantify the prospect's problem.P.S. Framework: Combining a problem-focused question, a teaser, a call to action, and a personal touch in the postscript.Important LinksFor detailed examples and to join the waitlist for "The Prospecting Engine" course, sign up for the Tactical Selling Newsletter: Tactical Selling Newsletter

In the final episode of 2023, Thibaut reflects on the year's achievements and sets forth his sales resolutions for 2024. He outlines his goals for growing his online course sales, fostering a supportive community for his students, and securing profitable sponsorship deals, all while balancing personal growth and family time.Main Topics CoveredGrowing Online Course Sales: Aiming to increase sales to $75,000 with strategies like offering discounts, launching the Prospecting Engine course, and providing additional support options.Supporting Students with a Community: Reviving and restructuring a community platform to provide a supportive space for course students, with monthly group office hours and peer interactions.Securing Profitable Sponsoring Deals: Expanding content monetization through strategic, long-term sponsorship deals that offer value to his audience and customers.Important LinksTo access the courses, community waitlist, and special discounts, sign up for the Tactical Selling Newsletter: Tactical Selling NewsletterTo join the waitlist of The Prospecting EngineTo see the sponsoring options

In the first episode of 2024, Thibaut offers a brief update on a challenging start to the year due to illness and introduces the upcoming launch of his new course, "The Prospecting Engine." This course aims to empower salespeople with the skills and strategies needed to effectively start conversations, book meetings, and build a robust pipeline.Main Topics CoveredPersonal Update: Thibaut and his family's recovery from a severe flu at the end of December.The Prospecting Engine Course: An online course designed to equip salespeople with essential prospecting skills, set to launch on January 31st.Building a Community: A focus on creating a community of salespeople who view prospecting as a crucial skill for success.Important LinksLearn more about The Prospecting Engine and sign up for the waitlist: Click here

In this episode, Thibaut shares a five-step method to transform sales goals into manageable daily activities. This guide is perfect for sales professionals looking to streamline their process and achieve consistent results, especially at the beginning of the year.Main Topics CoveredReview Sales Goals: Start by defining or reviewing your monthly, quarterly, or yearly sales goals.Set Conversion Rates: Understand and track key conversion rates like reply rate, meeting booked rate, and meeting held rate.Add 20% Buffer: Incorporate a buffer in your calculations to account for variations and uncertainties in your sales process.Run Calculations for Daily Activity: Break down your end goal into a daily activity target using your conversion rates.Execute Consistently: Create a daily prospecting routine to ensure consistent effort towards achieving your goals.Important LinksFor more detailed guidance and access to a sales process calculator, sign up for the Tactical Selling Newsletter: Tactical Selling Newsletter

In this episode, Thibaut discusses a crucial mindset shift in prospecting: moving from focusing on booking meetings to starting conversations. He outlines a five-step approach to make prospecting more effective and relevant, both for salespeople and their customers.Main Topics CoveredMindset Shift in Prospecting: Transitioning from a goal of booking meetings to initiating conversations.Five-Step Approach for Effective Prospecting: Review your Ideal Customer Profile (ICP).Identify the big problems your targets are trying to solve.List the symptoms of these problems.Find resources to alleviate these symptoms.Incorporate these elements into your messages.Important LinksSign up for the Tactical Selling Newsletter for more insights: Tactical Selling NewsletterPre-order The Prospecting Engine for a 50% discount (available until January 31st): The Prospecting Engine

In this special episode, Thibaut introduces his newly launched course, "The Prospecting Engine." He discusses the challenges salespeople face in 2024, such as difficulty in booking meetings and crafting effective messages, and explains how this course is designed to overcome these obstacles.Main Topics CoveredChallenges in Prospecting in 2024: Difficulty in getting replies, knowing what to write, and staying consistent in sales outreach.Introduction to The Prospecting Engine: A course tailored to help salespeople start conversations, book meetings, and establish a consistent prospecting system.Special Offer for Podcast Listeners: An exclusive discount on "The Prospecting Engine" course.Important LinksEnroll in The Prospecting Engine with the code EDW613M on checkout to get a $120 discount: The Prospecting Engine

In this insightful episode, Thibaut shares a practical guide on creating a "Power Hour" for focused prospecting, emphasizing how consistency is key to sales success. He walks through a three-step process to establish a productive prospecting routine that can transform your sales results.Main Topics CoveredDesigning Your Power Hour: The importance of protecting your calendar and dedicating a specific time for prospecting.Planning Your Power Hour Activities: A detailed breakdown of activities including follow-ups, finding new prospects, and adding them to sequences.The Prospecting Engine Course: An introduction to Thibaut's course designed to enhance prospecting skills and build a healthy pipeline.Finding a Power Hour Buddy: The benefits of having a prospecting partner to maintain accountability and consistency.Important LinksDiscover more about The Prospecting Engine and special offers: The Prospecting Engine

In this episode of the B2B Sales Podcast, Thibaut shares his strategy for achieving a 46.45% reply rate through the effective use of triggers in prospecting. He explains the importance of understanding intent data, identifying potential triggers, and how to apply this knowledge to engage prospects meaningfully in 2024.Main Topics CoveredUnderstanding Intent Data: The importance of recognizing online behaviors that signal a buyer's potential next actions.Listing Potential Triggers: How to identify and keep track of triggers that can initiate conversations with prospects.Using Triggers to Start Conversations: Strategies for turning digital footprints into opportunities for engagement.Important LinksSign up for the Tactical Selling Newsletter to access more resources: Tactical Selling NewsletterAccess the Prospecting Template Swipe File for cold outreach templates: Prospecting Template Swipe File

In this episode of the B2B Sales Podcast, Thibaut unveils the power of creating a problem calculator for effective prospecting. Learn how to identify significant, quantifiable problems, connect them to measurable metrics, and build a compelling before-and-after calculator. Thibaut shares the strategy to tease this calculator in prospecting messages, capturing curiosity and prompting more replies.Main Topics CoveredIdentifying Prospect Problems: The importance of finding massive, quantifiable issues your prospects care about.Connecting Problems to Metrics: Matching the identified problem with a metric your solution directly impacts.Building Before-and-After Calculators: Creating a simple yet impactful calculator to showcase the potential improvement.Teasing the Calculator in Messages: Crafting prospecting messages that tease the calculator to capture curiosity and prompt replies.Important LinksSign up for the Tactical Selling Newsletter for further assistance: Tactical Selling NewsletterAccess the example problem calculator: Calculator Example

In this episode of the B2B Sales Podcast, Thibaut introduces the powerful concept of the "Netflix Effect" for salespeople. Learn how to shift your focus from merely booking meetings to stimulating conversations using human curiosity. Thibaut draws parallels with Netflix series cliffhangers to explain how teasing instead of giving information can elevate your prospecting game.Main Topics CoveredThe Netflix Effect Concept: Understanding how the approach of teasing information sparks curiosity and engagement.Real-world Example: Applying the Netflix Effect to prospecting in the B2B tech industry, specifically for sales reps in a finance-focused platform.The Role of Curiosity in Starting Conversations: Leveraging human curiosity to initiate meaningful dialogues.Important LinksSign up for the Tactical Selling Newsletter for additional insights: Tactical Selling Newsletter

In this episode of the B2B Sales Podcast, Thibaut shares an effective cold calling opener. While not a fan of traditional cold calling, Thibaut highlights the benefits of utilizing simulators for comfortable and rejection-free practice.Main Topics CoveredColloquial Opener for Cold Calls: Thibaut introduces a three-part structure for a cold calling opener.Salutation: A brief introduction with the first name to capture the prospect's attention.Labeling the call: Addressing the unfamiliarity and nature of the call, setting the stage for transparency.Suggesting to End the Call: Offering the prospect an option to continue or end the conversation, reducing the impact of rejection.Important LinksSign up for the Tactical Selling Newsletter for exclusive content and a video demonstration: Tactical Selling Newsletter

In this episode of the B2B Sales Podcast, Thibaut shares his proven process for booking meetings with LinkedIn's help. A tactic detailed in his prospecting engine, this approach utilizes thought leaders' posts to engage prospects at scale. Learn the four practical steps to leverage LinkedIn's digital footprint, significantly increasing your chances of securing replies and booking valuable meetings.Main Topics CoveredLinkedIn Prospecting Tactic: A step-by-step guide to maximize LinkedIn for effective prospecting.Extract Prospects from Engagements: Utilize reactions and connection degrees to pinpoint prospects fitting your Ideal Customer Profile (ICP).Tease Interests with Relevant Resources: Leverage shared resources related to thought leader posts to pique prospects' interest.Navigate Conversations and Book Meetings: Employ a simple workflow to guide conversations and secure meetings with interested prospects.Important LinksSign up for the Tactical Selling Newsletter for additional insights: Tactical Selling Newsletter

In this episode of the B2B Sales Podcast, Thibaut shares his exact process for identifying prospects' problems. By following these steps, you'll demonstrate to your prospects that you understand their needs, increasing your chances of capturing their attention and securing deals.Main Topics Covered:Understanding prospects' goals and metricsIdentifying key initiatives related to prospects' goalsListing common problems faced by prospects during their initiativesHighlighting specific symptoms of these problems to improve prospecting messagesLinks:Sign up for Tactical Selling Newsletter: Tactical Selling NewsletterExplore The Prospecting Engine Course: The Prospecting Engine

Join Thibaut, your host, in this episode of the B2B Sales Podcast as he unveils his efficient process of leveraging Amplemarket's AI features for prospecting. Discover actionable steps to integrate Amplemarket into your tech stack and explore time-saving features to streamline your prospecting efforts.Main Topics CoveredLeveraging Amplemarket for Prospect Export: Thibaut shares insights on how to export leads from LinkedIn using Amplemarket's AI features, enhancing your prospecting efficiency.Data Enrichment with Amplemarket: Learn how to enrich data and verify lead relevance using Amplemarket's filtering and data enrichment capabilities.Utilizing Amplemarket's Copywriter Feature: Explore how Thibaut utilizes Amplemarket's Copywriter feature to craft personalized prospecting messages based on prospect activity.Automated Meeting Enrichment: Discover how Amplemarket automatically enriches meeting details with relevant information to facilitate productive discovery calls.Important LinksSign up for the Tactical Selling Newsletter for additional insights: Tactical Selling NewsletterTry Amplemarket and book a demo using Thibaut's link: Sign up for Amplemarket Demo

Join Thibaut, your host, in this episode of the B2B Sales Podcast as he unveils his step-by-step process for personalizing outreach efforts. Discover how to identify personalized elements, link them to your prospects, and effectively use them as triggers to increase engagement and book more meetings.Main Topics CoveredUnderstanding Prospect's Problems: Thibaut emphasizes the importance of knowing your prospect's problems before personalizing outreach efforts.Finding Personalization Elements on LinkedIn Profiles: Learn where to find personalized elements on your prospect's LinkedIn profiles, including the about section, posts, and activity.Exploring Personalization Elements About Their Companies: Discover strategies for uncovering useful personalization elements about your prospect's companies, such as annual reports and executive engagements.Utilizing Personalization Elements as Triggers: Thibaut shares insights on incorporating these elements into personalized prospecting messages to enhance engagement and drive conversations.Important LinksSign up for the Tactical Selling Newsletter for additional insights: Tactical Selling NewsletterExplore the Prospecting Engine for comprehensive prospecting strategies: Prospecting Engine

In this episode of the B2B Sales Podcast, host Thibaut shares a valuable system for leveraging your competitors' audiences to generate a continuous stream of qualified leads. Discover a step-by-step method to identify potential customers through your competitors' marketing efforts and how to engage with them effectively to increase your meeting bookings.Main Topics Covered:Identifying your competitors using tools like G2 to build a targeted list.Conducting a LinkedIn audit of these competitors to evaluate their engagement levels.Scrolling through organic posts and ads to find potential leads that match your Ideal Customer Profile (ICP).Utilizing tools like Amplemarket to export leads who have shown interest in your competitors' content.Crafting outreach messages based on leads' engagements or downloads to initiate conversations.Useful Links:Sign up for the newsletter: https://www.saleslabs.io/tacticalBook a demo with Amplemarket: https://www.amplemarket.com/demo?source=thibaut.souyris

Join Thibaut in this episode of the B2B Sales Podcast as he outlines four straightforward steps for busy account executives to maintain effective prospecting. Learn how to carve out time, prioritize existing relationships, and identify new opportunities to keep your pipeline flowing smoothly and meet your sales targets.Main Topics Covered:Protect Your Time: Establish a routine with a recurring time block to focus on prospecting, avoiding interruptions.Identify Existing Accounts: Segment your current and past accounts into tiers for targeted follow-ups.Identify Top Tier New Accounts: Focus on acquiring new logos by targeting companies that meet your ideal customer profile.Prospect Daily: Balance your prospecting efforts between follow-ups with existing connections and outreach to new prospects.Useful Links:Sign up for the newsletter: Sales Labs Tactical SellingLearn more about my Prospecting Engine: The Prospecting Engine

Join Thibaut, your host, in this episode of the B2B Sales Podcast as he unveils five effective prospecting strategies to help you book more meetings and build a healthier pipeline. Learn how to mix different types of prospecting to stay motivated and increase your chances of success.Main Topics CoveredInbound Prospecting: Receiving requests for demos or calls from prospects and the challenges associated with it.Discovery Prospecting: Engaging prospects in interviews to understand their problems and needs better.Nearbound Prospecting: Leveraging your network for introductions and utilizing existing connections for prospecting.Trigger-Based Prospecting: Initiating conversations based on the digital footprint of prospects, such as their engagement on LinkedIn.Account-Based Prospecting: Targeting prospects in designated accounts, overcoming challenges, and utilizing expansion sequences.Important LinksSign up for the Tactical Selling Newsletter for additional insights: Tactical Selling Newsletter

In this episode, Thibaut dives into the critical metrics every B2B sales professional should monitor to enhance their prospecting performance. Whether you're an individual contributor or a manager, understanding these metrics can help you pinpoint what's working and what needs improvement in your sales process.Main Topics Covered:Prospects Added to Your Sequence: Importance of initiating contacts and monitoring additions to your sales sequence.LinkedIn Connection Acceptance Rate: Strategies for improving LinkedIn connection requests and the significance of monitoring acceptance rates.Reply Rates: Why securing replies is crucial and how it serves as a leading indicator of your prospecting success.Meeting Booked Rate: How tracking meetings booked from replies can indicate overall sequence effectiveness.Show Up Rate: The importance of not just setting meetings but also ensuring prospects attend, and how to improve this metric.Sign up to Tactical Selling to access all the resources.

In this episode, Thibaut discusses the limitations of using LinkedIn InMails for B2B sales prospecting and offers practical alternatives to increase your success rate. Learn how to optimize your LinkedIn strategy to engage more effectively with prospects.Main Topics Covered:Inefficacy of InMails: Exploring why InMails are not suitable for sales prospecting and are better suited for marketers to run ad campaigns.Optimizing Your LinkedIn Profile: Key strategies to attract prospects and build trust through your LinkedIn profile.Finding Triggers: How to identify relevant information about prospects that can serve as conversation starters.Writing Effective Connection Requests: Tips for crafting direct and compelling connection requests to improve your connect rate on LinkedIn.Alternative Prospecting Tools: Introduction to Thibaut's prospecting engine and how it can revolutionize your LinkedIn prospecting efforts.Sign up to Tactical Selling to access all the resources mentioned in the episode (on Thursday 9th of May).

Welcome to the B2B Sales Podcast! I'm your host Thibaut, and in this episode, I reveal a hidden LinkedIn feature that can help you book more meetings. Many salespeople struggle with getting prospects to open their emails or respond to calls. Learn how to stand out and capture attention using LinkedIn voice notes.Main Topics CoveredCommon challenges in getting replies from prospectsThe impact of high volumes of outreach on response ratesIntroduction to LinkedIn voice notesHow to use LinkedIn voice notes effectivelyStep-by-step guide to sending LinkedIn voice notesExample of a powerful LinkedIn voice note templateLinksSign up for the Tactical Selling newsletter

Welcome to the B2B Sales Podcast! I'm your host Thibaut, and in this episode, I'll share a three-step system to optimize your LinkedIn profile for sales. Many people have profiles optimized for job hunting, not for attracting prospects and starting conversations. Learn how to make your LinkedIn profile work for you in sales.Main Topics CoveredImportance of an optimized LinkedIn profileStep 1: Update your LinkedIn bannerStep 2: Write a clear LinkedIn headlineStep 3: Optimize your featured sectionPro tip: Leave the description empty when adding links in the featured sectionLinksSign up for the Tactical Selling newsletterCreate a lead magnet with Distribute

Welcome to the B2B Sales Podcast! I'm your host Thibaut, and in today's episode, I'll share the exact system I follow to create a reciprocity resource. This approach will tease your prospects' curiosity and help you start more conversations, leading to more meetings. Learn how to use this method effectively in your prospecting efforts.Main Topics CoveredCommon challenges in prospecting and the importance of starting conversationsStep 1: Find a publicly available marketing resource related to your prospect's problemStep 2: Convert the resource into a useful checklistStep 3: Tease the resource to engage your prospectsExample template to use in your outreachLinksSign up for the Tactical Selling newsletter: Sales Labs Tactical

Welcome to the B2B Sales Podcast! I'm your host Thibaut, and in today's episode, I'll share three triggers I use daily to start conversations with prospects based on their LinkedIn activity. Using these triggers effectively can help you start more conversations and book more meetings.Main Topics CoveredTrigger 1: LinkedIn post likes or commentsTrigger 2: Champion left the companyTrigger 3: New jobLinksSign up for the Tactical Selling newsletter

In today's episode, Thibaut shares 3 key lessons from the last job he ever had.

Welcome to the B2B Sales Podcast! I'm your host Thibaut, and in today's episode, I'll share simple prospecting shifts to book more meetings. Learn how to move from booking meetings with total strangers to engaging with people you already know. This shift will drastically improve your prospecting results by starting more conversations and booking more meetings.Main Topics CoveredShift focus from strangers to known contactsChallenges of prospecting with total strangersBuilding a pipeline with people you already knowSteps to follow:Create prospect lists from existing contactsGet accurate dataBuild a sequence skeleton for each tierWrite relevant messagesSet time blocks and executeLinksSign up for the Tactical Selling newsletter: Sales Labs TacticalCheck out the Prospecting Engine course: The Prospecting Engine

Welcome to the B2B Sales Podcast! I'm your host Thibaut, and in this episode, I'll share my 2024 guide to video prospecting. Video prospecting can help you stand out and start more conversations with prospects. Learn how to effectively use this underutilized tool in your sales strategy.Main Topics CoveredImportance of video prospecting in 2024Step 1: Use LinkedIn native videos for prospectingHow to record and send videos on LinkedIn mobile appStep 2: Write a simple, effective scriptExample script: Trigger, problem, call to actionStep 3: Recording and sending your videoPractical steps to record and send video messagesStep 4: Repeat and integrate into daily prospectingConsistency is key to booking more meetingsLinksSign up for the Tactical Selling newsletter: Sales Labs Tactical

Welcome to the B2B Sales Podcast! I'm your host Thibaut, and in this episode, I'll share the essential tools I use every day for prospecting. From all-in-one platforms to my own custom tools, these resources will help you streamline your prospecting process and improve your results.Main Topics CoveredAmpleMarket: An all-in-one prospecting platformKaspr.io: Tool for finding complicated email addresses and phone numbersLinkedIn native videos: Effective for standing out in prospectingProspecting template swipe file: Collection of high-performing messagesSales process calculator: Tool for tracking daily prospecting targetsLinksSign up for the Tactical Selling newsletter: Sales Labs Tactical

Welcome to the B2B Sales Podcast! I'm your host Thibaut. In this episode, I'll share a story from a recent wine tasting event in the South of France and discuss why winemakers often struggle with sales. I'll also reveal three simple questions you can ask to close a deal, inspired by Skip Miller. These questions will help you qualify prospects and save time during your sales process.Main Topics CoveredStory from a wine tasting eventWhy winemakers struggle with salesThree questions to qualify a deal:What's causing you to have a conversation with me today?What are the outcomes you expect from this conversation?When can you make a decision?LinksSign up for the Tactical Selling newsletter: Sales Labs Tactical

Welcome to the B2B Sales Podcast! I'm your host Thibaut. In today's episode, I discuss how experienced remote salespeople can transition from traditional employment to becoming highly paid sales professionals with the freedom to choose when, where, and how they work. If you're tired of your remote sales job and looking for a way to diversify your income and gain more flexibility, this episode is for you.Main Topics CoveredChallenges of remote sales jobsThe concept of a portfolio careerBenefits of short-term contractsSteps to transition to a portfolio careerHow to market your sales experience without launching a new businessLinksSign up for the waitlist: Sales Labs Portfolio Career Waitlist

This episode it the last one of The B2B Sales Podcast.If you want to keep getting value, you'll find everything you got from the podcast and more in the following channels:LinkedInMy newsletterInstagramTwitterThanks for being a listener, hope to see you on LinkedIn!