Podcasts about lusha

It's undeniable that B2B prospecting has changed, and what used to work probably isn't working for you anymore.That's why I invited my guest, Yoni Tserruya, the CEO and co-founder of Lusha, to share insights on what's changing in the B2B prospecting world and what you can do to adapt to these changes to keep closing deals.Meet Yoni TserruyaAfter noticing how easy it was to connect with anyone in the world thanks to social media, Yoni also observed that customers were becoming more accustomed to generic outreach. He created the company Lusha to help sellers craft messages that prevent their customers from ignoring their outreach attempts.Personalization Matters in SalesA friend of mine shared how some of their reps are getting 50 booked appointments per month. However, they're sending a crazy number of emails to get those appointments. Even though they're closing deals, it's happening at such a slow pace that it seems pointless.Yoni shares how more personalization in emails is important and how it helps sellers book more meaningful appointments. He also explains how the future of sales relies on relevance to help keep their pipeline filled.How to Become More PersonalThanks to AI technology, we are now able to cut down the time spent on finding data. But what you might not realize is how it can be used to make your outreach more personal.Yoni explains how AI tools are wonderful for all non-selling activities, while sellers should focus on building relationships and connecting with prospects. Separating the tasks between sellers and AI tools will allow outreach to stay personal.Yoni provides details on how his product, Lusha, helps sellers make their outreach more personal for customers. He explains how it prevents you from having to waste time switching between different products and how it makes the prospecting process easier.“We want to make salespeople human again. We want to bring back what they love to do, what they're good at, and what they signed up to do.” - Yoni Tserruya. ResourcesFor more help personalizing your outreach, check out the AI sales tool Lusha. Sponsorship OffersThis episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.This episode is brought to you in part by the TSE Sales Foundation.Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.CreditsAs one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey

Want to elevate your sales conversations beyond basic discovery? Watch Jack Frimston and Zac Thompson as they reveal advanced frameworks that have worked for them.Learn powerful techniques like cognitive distancing, the PROBE follow-up framework, and the counterintuitive "overcorrection technique" that gets prospects to reveal their true motivations.They delivered practical strategies for moving prospects from resistance to insight using proven psychological principles.You'll Learn:Techniques to shift your buyer's perspectiveWays to build problem-centric pitches that connect emotionallyHow to get prospects to reveal their true emotionsThe Speakers: Leslie Douglas, Jack Frimston and Zac ThompsonIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelThank you to our sponsors: Lusha

S2E16 of IMpulse: The Influencer Marketing Podcast

"Work hardest when times are best, not worst" - this counterintuitive philosophy helped Brock Boyd build a 25-year tech recruitment empire that's survived three major market crashes. When Brock Boyd started his recruitment firm in 1998, he ran his business from his bedroom in a shared house, where suited colleagues would show up to work daily - sometimes while he was still sleeping from late-night prospecting.  Today, 25 years later, he's a member of the prestigious Pinnacle Society leading an international tech sales recruitment practice. Through multiple market cycles - from the dot-com crash to 2008's recession to today's tech slowdown - Brock has built Career Management Inc. (CMI) into a sustainable business while developing wealth-building principles that have given him true financial freedom. Episode Outline and Highlights: [01:49] How a friend needing a ride to a job fair led to recruitment. [04:27] Taking the entrepreneurial leap after just 11 months! [10:47] Recalling the early days: Cold calling from his bedroom while colleagues showed up in suits. [15:26] Discussion of peak performance periods: 1999-2000 and 2021-2022. [18:17] Focus on resilience: Surviving 2002 and the $63,000 bankruptcy challenge [24:22] "I work by far the hardest in the best of times" - Brock's contrarian business philosophy [27:47] Smart financial moves most recruiters miss: The "two boulders" theory [38:51] How to retire early as recruiters: The three key factors [54:56] Tech stack deep dive: What works in modern recruitment [1:03:19] Understanding market cycles: "It's like winter and spring will come" Building a Recession-Proof Tech Sales Recruitment Practice After being hired by a staffing firm, Brock launched his own business after only 11 months! He had a fascinating story of finding his way into permanent staffing without really having much of a background before starting his recruitment firm. From solo operator to leading an international team, Brock has built Career Management Inc. (CMI) into a sustainable practice over 25 years. Starting with just three clients in 1998, he strategically evolved from general sales to specialized tech sales recruitment. Here is his firm's current structure: 3.5 full-desk recruiters (US-based) 2.5 candidate-focused recruiters International support team across Argentina, Colombia, Philippines, and India Support staff handling administrative and database work Below are the key success factors that helped his business thrive over the years, through multiple market cycles, including the dot-com crash, the 2008 recession, and the current tech slowdown, while growing sustainably through each recovery. Early specialization in tech sales (higher fees vs general sales) Lean operations during growth years Strategic investment in revenue-generating tools Counter-cyclical work approach: highest effort during boom markets Maintaining core tools during downturns while cutting non-essential costs Personal Finance & Wealth Building for Recruiters A topic that resonates well with me is how Brock gives value to personal finance and wealth building for people in the recruitment industry. Most successful recruiters earn exceptional income, yet struggle to build lasting wealth in the long term. Brock has been a great example of turning his recruitment earnings into true financial freedom through disciplined investing and smart money management. He shared his mindset and strategies on how he balances his investment strategy with different instruments and risks.  Below are some core best practices he shared on the topic of personal finance: Keep lifestyle expenses well below earnings, especially in good years Never invest more than 10% of total assets in any single investment Maintain substantial cash reserves to buy assets during downturns Focus on three key areas: work earnings, investment earnings, and lifestyle costs "The further below your earnings your lifestyle and spending are, the faster you're going to get to financial freedom. And the closer they are, or God forbid they're overlapped in the wrong direction, then the further away that is." This disciplined approach has helped Brock build sustainable wealth through multiple market cycles while many recruiters, despite high earnings, struggle with long-term financial security. “Working Hardest in the Best of Times” "Work hardest when times are best, not worst" - this counterintuitive philosophy helped Brock Boyd build a 25-year tech recruitment empire that's survived three major market crashes.  Brock's work ethic revolves around maintaining resilience through challenging times while recognizing the role of external factors. Uniquely, Brock works hardest during prosperous times, moderately during stable periods, and least during downturns. He views this approach as a strategic response to the opportunity cost, focusing energy where returns are likely highest. This pragmatic mindset helps him stay balanced and focused despite industry fluctuations. Disclaimer: This podcast does not provide financial or tax advice; listeners are encouraged to consult a qualified professional for personalized guidance.   Brock Boyd Bio and Contact Info  Brock has served as President/Chief Executive Officer since founding Career Management, Inc. in April 1998. His aggressive pursuit of face time with the staffing industry's leading experts led him to become the youngest member on the Board of the National Association of Personnel Services in 2001. To date, Brock has completed over 500 successful searches. In May of 2000, he was featured in the NAPS newsletter for his accomplishments and vision.    In addition, he received his CPC (Certified Personnel Consultant) designation in 2003. He has also produced and delivered seminars on interviewing skills (for candidates seeking positions as well as hiring managers). He has been hired to deliver sales training to multiple companies as well as consulting several companies on the process of building/hiring a sales organization from scratch.   Brock graduated from Old Dominion University where he was a NCAA Division I Collegiate Wrestler. He lives in Vienna, VA with his wife and son. Brock Boyd on LinkedIn  CMI (Career Management Inc) website  People and Resources Mentioned Bullhorn (ATS) LinkedIn Recruiter LinkedIn Sales Navigator Prospect Ladder  Lusha  ZoomInfo  Pinnacle Society  S&P 500 Index   Connect with Mark Whitby Get your FREE 30-minute strategy call Mark on LinkedIn Mark on Twitter: @MarkWhitby Mark on Facebook Mark on Instagram: @RecruitmentCoach   Subscribe to The Resilient Recruiter If you've been enjoying the podcast, please take two minutes to leave a review. Your review is greatly appreciated because it helps us attract a bigger audience and help more recruiters.

Are you looking on how you can find shippers as a freight broker? In today's episode of my Freight Broker Boot Camp, I will share with you a SECRET source for finding shippers. As a matter of fact, it has over 30,000 shipper leads including manufacturers and various suppliers. Enjoy!   Download the FREE Cheat Sheet here! www.FreightBrokerBootCamp.com/key   Timestamps: [00:00] Introduction [01:11] Why big manufacturers also outsource some of their products to co-manufacturers [02:12] FREE 30K+ shippers leads! via Keychain.com [04:19] How you can integrate Apollo.io with Keychain.com to get free leads [06:49] Using the Lusha plug-in to maximize getting more information from your shipper [07:49] Recap on how you can easily use Keychain.com [08:51] Download the FREE Cheat Sheet here! www.FreightBrokerBootCamp.com/key [09:12] Freight Broker Sales Accelerator - www.FreightBrokerBootCamp.com/Waitlist [10:03] Subscribe, Rate & Review! ---------------------------------- If you enjoyed this episode, please RATE / REVIEW and SUBSCRIBE to ensure you never miss an episode. Connect w/ Dennis & Learn More! Connect with me on LinkedIn Learn to Become A Freight Broker/Agent in 30 Days or Less! Watch Freight Broker Training Videos FREE

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► The only cold calling guide you needSam shares the exact strategy he used to drive $100k in sales revenue from cold calling in 12 months. From the call script and flow, through to tools, mindset and more.====================== *Get started with Lusha for free:*

In this episode of my Freight Broker Boot Camp, I will share with you how you can find shippers as a freight broker quickly! It's possible because of this sales tools that I had been using for a long time and it is called "Lusha". This online sales tool works for virtually any freight broker niche and when used properly can provide an exponential return on investment. Enjoy!   Timestamps: [00:00] Introduction [01:00] I share how to use the "Lusha" plugin and how you can use it to gather contact information from prospects [03:15] I discuss an amazing feature of Lusha where you can use "View Similar Contacts" to find other people that are similar to the contact you found on LinkedIn [06:14] How much does Lusha cost? [06:36] Follow me on LinkedIn! - LinkedIn.com/in/askdennisbrown [06:44] Get Your Freight Broker Training NOW! - www.FreightBrokerBootCamp.com [07:15] Subscribe, Rate & Review! ---------------------------------- If you enjoyed this episode, please RATE / REVIEW and SUBSCRIBE to ensure you never miss an episode. Connect w/ Dennis & Learn More! Connect with me on LinkedIn Learn to Become A Freight Broker/Agent in 30 Days or Less! Watch Freight Broker Training Videos FREE

Welcome to episode #220 of the How To Sell podcast. In this episode, your hosts, Luigi Prestinenzi and Dave Fastuca, dive into the art of effective outreach and nurturing relationships with potential clients. We kick things off by explaining our unique approach to sales. We then discuss the trigger event that led us to reach out to Tim, who had recently started a new role at Lusha. We elaborate on our research process, highlighting the value of thorough research before making contact.We also delve into the multi-channel outreach strategy we employ, including LinkedIn, email, and phone calls. We provide a glimpse into our initial messages and the soft call-to-action we use to engage Tim effectively.To wrap things up, we share insights on nurturing prospects over time, the role of giving value before asking for anything, and how patience and confidence play a vital role in successful prospecting. We emphasize the benefits of building relationships that extend beyond immediate deals, showcasing the long-term value of these connections in the world of sales.If you're seeking actionable strategies to improve your prospecting game and build lasting client relationships, this episode is a must-listen.If you found these takeaways valuable, please consider leaving a 5-star rating on Spotify and a review on Apple Podcasts.Socials:- Spotify: https://shorturl.at/hJPQ8 - Apple: https://shorturl.at/oEI58 - LinkedIn:Luigi Prestinenzi - https://shorturl.at/diwy9Dave Fastuca -  https://shorturl.at/ctvLY00:00 Preview00:40 Luigi's Sales Outreach Strategy04:07 Leveraging Trigger Events for Outreach14:02 Insight-Led Sales Process and Prospecting21:16 Importance of Pre-Sales Research

Welcome to episode #219 of the How To Sell podcast with your hosts, Luigi Prestinenzi and Dave Fastuca. In this episode we have a special guest joining us, Tim Stansky, the Director of Global Sales Enablement and Training at Lusha, a true expert in the field of sales. Tim shares his remarkable journey from a traditional media contributor to a HubSpot partner. Tim's journey is nothing short of incredible, and we start by diving into his experiences handling sensitive customer queries and the incredible value of sales technology. Tim guides us through how he built a successful sales event and program for Lusha, drawing from his vast experience at Oracle. We also touch on the need to reconsider vendor relationships and updating sales technologies. Tim's also shares practical advice on tactfully comparing products to incumbents and the importance of recognising buyer needs.To round up the episode, we delve into the intricacies of sales enablement. Tim will share his wisdom on the importance of researching a potential customer's profile before the first contact, understanding their transition journey from large to small organisations, and the power of persistence. If you found these takeaways valuable, please consider leaving a 5-star rating on Spotify and a review on Apple Podcasts.Socials:- Spotify: https://shorturl.at/hJPQ8 - Apple: https://shorturl.at/oEI58 - LinkedIn: Luigi Prestinenzi - https://shorturl.at/diwy9Dave Fastuca -  https://shorturl.at/ctvLYTim Stanksy - https://www.linkedin.com/in/timstansky(00:00) Preview (04:20) Exploring Sales Technologies and Enablement(08:29) Large Company to Startup Transition(16:51) Rethinking Sales Technologies and Vendor Relationships(23:04) Unrecognised Sales Needs(30:28) Selecting the Right Vendors(36:29) Tim's Sales Enablement Strategies(41:10) Dave and Luigi's Sales Strategies(50:19) Selling and Prospecting Opportunities 

Erfolgreiche Lead-Anreicherung: Von der Herausforderung zur Hyper-PersonalisierungIn der heutigen digitalen Geschäftswelt sind viele B2B-Unternehmen mit dem konstanten Problem konfrontiert, nicht genügend neue Leads zu generieren und ihre B2B-Verkaufspipeline trocknet aus. Die Schwierigkeit liegt darin, herauszufinden, welche Kontakte tatsächlich bereit sind zu kaufen und den idealen Zeitpunkt für die Kontaktaufnahme zu ermitteln. In dieser Episode behandeln wir:

In this week's episode, LJ and Rob sit with Rolf Kramer, VP of Sales of The Ash Group.  Rolf joined the Ash Group to modernize their GTM strategy and outlined a few key points of his strategy for the podcast.  Here's what Rolf shared: 1. Utilize SDR/BDRs to set up meetings 2. Build a world-class tech stack (including things like Salesloft, Lusha, and Sales Navigator)  3. Create a clear career path for the SDR/ BDRs Check out the episode to learn more.  This episode is brought to you by Leap Consulting Solutions, Inc. Please remember to rate, review, & share the episode wherever you tune in, and you can follow all of our updates at yoepodcast.beehiiv.com

Inbar Yagur, Director of Content and Product Marketing at Lusha a go-to-market intelligence platform, designed for sales, marketing and recruitment teams joined us in this episode of the SalesStar Podcast to chat about a few marketing tips that are crucial to current day challenges: Key topics covered: What drives content marketing effectiveness Growing online engagement metrics in a crowded digital market AI and its impact on modern marketing

Research from Salesforce found that many reps have limited time to connect with customers in today's landscape, spending just 28% of their week actually selling. So, how can you empower reps with what good looks like in enablement to help increase their productivity? Shawnna Sumaoang: Hi and welcome to the Win Win Podcast. I'm your host, Shawnna Sumaoang. In the quest to drive sales productivity for your business, you've likely asked yourself: What does good look like? This month on the podcast, we're helping you answer this question by exploring best practices on how you can deliver strategic enablement with Highspot. Here to discuss this topic are Tim Stansky, director of global sales enablement and training, and Inbar Yagur, the Director of Content and Product Marketing at Lusha. Thanks for joining, Tim and Inbar! I'd love for you to tell us about yourselves, your backgrounds, and your roles. Inbar Yagur: Thank you so much for having me. I’ve been in marketing for about 12 years and got my start in content marketing and product marketing at Taboola, which is these days a big player in AdTech. When I was there, I was basically doing sales enablement under the sales organization on the product marketing side, so that’s where I got my start in product marketing and enablement. Then I moved on to more leadership roles before coming to Lusha. I was the VP of Marketing at two startups, which I helped bring from Series A to Series B helped do all of the go-to-market, all of the product marketing, of course, and enablement there, as well as drive pipeline. I’ve been at Lusha for about nine months now, building up the product marketing and content marketing organization to a more robust place. SS: We're excited to have you. Tim, a little background on you? Tim Stansky: Thanks for having us, Shawnna. I’ve been at Lusha for just over a year now after being at Oracle for almost five years. My path to enablement is rooted in media and the evolution of media, especially rooted back in, admittedly, three and a half decades of sales experience as an individual contributor sales leader, and also enabling globally, which has been great exposure and experience from startup to enterprise. I’m excited to talk about what Highspot is doing for us in the way that we’re growing our enablement at Lusha globally. SS: Well, I’m excited to have you both here. On that note, I think the first question I’d love to ask both of you is, prior to Highspot, what were some of the challenges your reps were facing as it relates to productivity, and how have you overcome these challenges since you’ve implemented Highspot? Tim, I’d love to start with you. TS: Highspot has allowed us to find one place for our salespeople to find that at the moment, need for internal and external resources, but also has given us an opportunity for consistent global onboarding and consistent global training and certification, which is a new path for Lusha as we are growing and making sure that as we grow and go to market, we have consistent way creating value for customers. SS: Inbar, what’s your perspective on how things were pre-Highspot? IY: One of the biggest challenges I think when it comes to product marketing and the content that product marketing creates is the fact that oftentimes sales teams get outdated material. They kind of go rogue and save things on their own, like desktops and change things around, so of course, consistency in being able to update materials on an ongoing basis in a way that’s highly accessible to the team was huge. Also, more than anything before we came in and really started using Highspot actively, a lot of the things that we were doing were sort of like making content for the sake of content rather than really understanding who’s engaging with what and what the true need is. Having Highspot as a content management system on that level has really helped us gain visibility into what our salespeople are engaging with most, and so it helps us plan ahead and create more effective enablement materials and also helps us look back and measure ourselves and measure our success as part of the metric is that, well, how many people are actually looking at this in Highspot. How many people are actually sending this out? That’s a kind of discipline that we really didn’t have. SS: I love to hear that. Well, as I mentioned in our intro this month, we’re aiming to understand what good looks like when it comes to sales enablement, and I love that the two of you have very unique views on enablement through the lens of your respective remits, so I may toss a couple of questions to each of you along the way. What does good look like when it comes to sales training, Tim? TS: What good looks like is not only introducing a resource for salespeople that are up and running and in need of resources but introducing new methods and new skills and supporting that beyond the launch to make sure that we’re building new habits with our salespeople. It’s a consistent evergreen resource and there’s one place that we direct our GTM organization too. IY: I would love to add on that a little bit on the communication and messaging side as well. I think that good also looks like a deep understanding from the sales team of the why. Product marketing teams are in danger of being very much on the how something works rather than what the value is. This is something that we’ve also implemented in parallel to the implementation of Highspot to start now all of our training with why. I want the how does it work to be the third or fourth point out of five. I want the first point to be what is the pain and why what we’re trying to sell or what we’re trying to bring to market is important in how that solves the pain. From my perspective, it’s making sure that the sales team has a clear understanding of why they’re selling what they’re selling, and not just what they’re selling. TS: An interesting evolution that we have experienced since launching Highspot because we invest in the content and guidance and also training in coaching modules, and when we looked at what was the adoption, what was being utilized, listening to our own GTM organization, particularly the top of funnel part, they were asking for more clarity on what is internal and what is external. As we’ve grown and learned how to utilize Highspot internally, that’s simple, wait a minute, what’s internal, what’s external decision might seem obvious, but it didn’t seem obvious to us in the beginning. The ability to then shape our Highspot into internal and external resources for the GTM org created more clarity. Then also the ability to pitch through Highspot and integrate it with other parts of our sales tech stack was another evolution in the course of our experience with Highspot. SS: I think that’s fantastic how you both have really evolved along your journey now. Inbar, I love your perspective from a product marketing and content stance. What does good look like when it comes to sales content? IY: There are two different kinds of goods. Actually, going back to what Tim was saying about what’s internal and what’s external. The external good and the internal good are two completely different things. I want the internal good to have a very clear narrative and something that the salesperson can read through and have guidance if they’re about to go into a pitch, I’d like them to have three or four reference documents that they can just go over and really just get here are the main points I want to hit on this product or this feature and just be able to kind of grab that. In terms of the external things, I have a saying with my team, and I actually think this is true for internal documents as well. A lot of times when my team creates content, the comment I leave on things is “Big Words, Hulk Smash.” Okay, so the reason is we write a lot, but people don’t read a lot. It’s not that the written word is going to become obsolete, people still will continue to rely on it no matter what prognosticators say, at the end of the day, we’re still sharing the written word, but because people don’t read, they skim. The philosophy that we have is how we create something that is readable and accessible, both internally and externally, so that people don’t have to work hard to find the information that they need. By the way, if you go at a higher level in terms of how we organize Highspot, we don’t want people to work hard to find what they need, and I think that’s true throughout the whole journey. Whether it’s something that you send out to a prospect after a conversation or whether it’s something that the salesperson actually delivers live, I want to be able to have something that they can easily read and understand within seconds, rather than having them work hard to find the information. I think that’s the biggest thing because what really happens is if you get in the weeds if you start getting too detailed, if you start using jargon or overly complicated explanations of what you’re actually trying to do, it’ll get lost in translation. There are clear rules on our team that we don’t use, it’s like supercharged when we can say something that is four letters long, and instead of eight letters long, we’re going to say four letters. I know that sounds really basic, but it’s what makes a lot of the difference in terms of adoption and engagement over the 12, 13 years I’ve been in this business, that’s one thing that I’ve seen consistently. It’s not insulting to anyone’s intelligence, it’s just that we’re constantly in a pile of information and our focus these days is shorter than ever. Even if you’ve got a vested interest in getting the information, you’re still not going to read it in the same way that you read it 10 years ago. So simplicity, readability, diagrams, and the right kind of design are really critical for us, both in terms of what we deliver to the sales team and also what we deliver externally. SS: I love that and I think both of those perspectives bring a lot of flavor into the topics that we’re going to be talking about. Thank you for sharing with me what good looks like from your perspective. Now that we’ve talked about these two components, what role on the content side and on the training side would you say play in an effective enablement strategy? TS: It's the partnership of a plan integrated with the vision of sales leadership, integrated with the vision of the product managers where we come together, and I like to start with the calendar. In the mantra of plan your work, your plan, and the cadence that we’ve set up together. We are the meeting points of the product side and the revenue side, how are we gonna approach this, how do we make sure that all of our stakeholders from all sides are in agreement and aligned, and even to the point of previewing from each side into to revenue leaders, giving them a preview to what their teams are about to see a week in advance, has really helped us build not only that trust and credibility but also get feedback so that when we do see something in a preview, almost a dress rehearsal, oh, that will work really well because of this. It gives us better delivery on the launch. I would say the critical part is always in our situation of having an office in Boston and one in Tel Aviv with a seven-hour time difference to always be available to our stakeholders and our users, our constituents, and our GTM family, it’s always there and always on and updating. I’ll say the content team has done a great job of making sure that the content is fresh and accurate, and that obsolete information is removed. I’ll say this because I’m one of them, salespeople have a short attention span at the moment when I need it, when I need it. Some are planners and some are learners and some are going at the speed of light, so we want to be able to satisfy the avid learners as well as those who need it in a pinch. I would say always being on is a key benefit. IY: I’ll add that I think that collaboration is a huge part of this. Tim and I meet weekly and are always very open and work very hard to make sure that we’re aligned on the vision that it’s really easy to have friction between people if they feel like they’re in competing interests, but the truth is that we’re not. We’re on different teams, but we’re not siloed from each other because we have the same exact goal. My team comes at it from one side and then Tim as a leader in his domain comes at it from another. I think that a big part of it is just keeping lines of communication open consistently. Like Tim said, allowing for feedback when we create something, and really just being open. I think in everything that we do, we need to work with transparency. It’s kind of a mantra of mine and I think that it’s no different in terms of where the sales enablement piece and the product marketing piece meet together. I think we always need to be in a conversation. We always need to be telling each other what’s important and addressing friction points and I think when you do that openly and kindly and collaboratively, that’s really a big key to success. SS: I love that. Now, what is the value of having a unified enablement platform to help you bring your enablement strategy to life and execute what good looks like? Tim, I’d love to send this one back to you. TS: It’s a total meta reply because what good looks like is what is demonstrated, allowing for people’s personalities and, more importantly, customer availability, prospect availability, and their personalities. What great looks like is adapting to how the marketplace is, how our buyers are, and how our existing customers are. I would say that it comes back to always being available, always on, methods and skills, and product knowledge, but more importantly, to the why behind something and the outcomes that customers are looking for. SS: I love that and I love that we’re always coming back to that why. Now, how are you using Highspot's Unified Platform to drive sales productivity, Tim? TS: Every learner is different and in the adult learning model, you’ve got people that love to read, people that really learn by video, you’ve got people that learn by experience meeting the learner where they are and trying to adapt to the different media formats that are available. As Inbar was saying, the written word is so powerful, but some people do much better with watching something and then mimicking it. Sometimes there might be a tutorial where one of our GTM members is actually learning a new tool or something, so it’s actually almost like a recorded cooking class. On one screen they’re watching the recording on another monitor they’re actually playing with the tool to follow along because some people get bored with video. The modern professional is always tempted by this compulsion to check their phone. Keeping them engaged and utilizing clicks and keyboards, keeps them involved in the tool and minimizes the potential for the distraction of a mobile device or another interruption. It’s using different ways that people learn and you think of the senses of eyes and ears and brain and mixed media of learning, so some e-learning is supported by workshops, but also the ability to assign to team leads and managers the opportunity for them to have a scoring rubric to certify people. They’re certifying their own people and having that capability in Highspot has been really helpful, especially when we launched our first product certification course. It’s not enablement, deeming someone as certified. We built the course, and we taught the managers, but it’s the managers, those who hired that actually provided the certification. Although we had a high success rate, I’m pleased to say that there’s a manager that actually rejected a couple of video submissions. She said they didn’t hit the marks and wanted it to be done better now. Some people don’t record well, and maybe they wanted to do it in person. That’s another opportunity. Meet the learner where they are, where they’re more comfortable. Having all those capabilities for knowledge checks, for video submission. We are pushing the possibilities of what we’re doing with our training and coaching aspect of Highspot. To compliment my colleague Inbar and her team, I think they’re doing a really great job of making sure that we have a premium library of content that’s actionable and insightful and fresh, and not obsolete. I think they’ve done a great job there. I’ll point to something that happened recently. There’s a BDR that had a vision of, hey, you know, what would work if we had X and one of Inbar's folks worked with the director and that BDR to envision exactly what this BDR said would help her perform her job better on what prospects we’re asking for. That ability for a BDR who sees the content capabilities and wants to shape it based on a market need, it’s satisfied and then housed in the Highspot. I see that as impacting our internal communication and our sales productivity. It’s allowing the BDR side to the version with the PMM side. This is really within the last couple of weeks, we’re going to see the utilization through the analytics, and we’ll have the data. We’ll also get the anecdotal stories of how a particular piece of information helps someone have better conversations to satisfy needs that turned into revenue because the customers will benefit by investing in Lusha. IY: I’ve got to piggyback on that because that’s actually a really great anecdote that Tim brought up. As you know, the BDR who was feeling like her needs were not being met and then floated what she needed in order to meet those needs. I think that that really comes back to having an open conversation and being open to listening and understanding that everybody actually everybody has the same goal. There tends to be a lot of gatekeeping when it comes to any marketing team, not just product marketing, and I try to kind of lower that. Sometimes it’s hard because we’ve got a very big go-to-market organization and you don’t want a hundred people constantly Slacking your team, but I try to keep my finger on the pulse and my ear to the ground, so that if a need comes up, that is felt across multiple people then we can go in and collaborate the way that we’ve done here. I think it’s live now and that particular piece of content and it’s actually going to be a case study of what we can do to collaborate better and whether this kind of collaboration works. I mean, I’m gonna be honest. It’s not a cakewalk when you’ve got five different people sticking your opinion into something and you've got too many cooks in the kitchen. Sometimes it makes things a little messy, but I think the end goal is important enough that you need a little bit of the mess to start. I’m actually really looking forward to seeing how this is going to get adopted to really open up those lines of communication even more, and not just leave it at the leadership level. TS: Inbar, you’re making me laugh because I remember in my very early, awkward first couple years of being an account executive in media, I remember a coach said, do you understand that a camel is a horse by committee? I didn’t understand it, but maybe we have a camel that will be able to fly. The ability is we can do this and everyone feels as though they were heard. Maybe there was give and take on each side, but there was something created by people and now we’re going to see how it flies. If it succeeds in impacting revenue directly and we can trace that back, great, but if anything, it shows collaboration and teamwork. Not only across departments but across continents. Someone in Boston collaborating with a colleague in Tel Aviv, it’s the small, global community, the small global village that we’re in. It’s just a seven-hour time difference. IY: I think what it really does is as a product marketing team, you need to listen to the boots on the ground. They’re the ones who are in the hand-to-hand combat of things. It’s really easy to be like, here’s what’s good for you, and kind of dictate it down, but what’s the point of creating something if people aren’t going to use it or find it useful? I think there’s always a bit of a learning curve. Where does feedback stop being productive, where does collaboration stop being helpful, I don’t think we’re there, though. I think that if we listen to the ground effectively and create a good process, then all we can really do is win on that level. SS: Now, to round us out a little bit, what are some of the business results that you’ve seen since implementing the Highspot platform and do you have any data points that you can share? TS: I can point right to a certification course. Our prospecting platform was a game changer at Lusha and created that certification of consistent value delivery we’re coupling the outcomes of a product with a value-centric sales methodology and having people go to market, that certification showed an impact on helping customers realize value out of the prospecting platform, which resulted in revenue because the customers are winning from what the outcomes of the prospecting platform help them do in creating their own revenue. I would point to the course creation opportunity, but also it’s not just launching a course, it’s what the sales leaders in the GTM org did to support that knowledge and to support the valuation methodology and uncovering needs with customers, and then prescribing, recommending the platform. It created confidence, and knowledge, not just feature dumping, but the outcomes that customers are looking for. Like so what. Okay, you’ve got this thing, what’s it going to do for me in my role in sales or in marketing or in other departments in a company so I can point to revenue on that? You need to track it, but I can point to when the certification course was launched and then the impact of what was pitched, what was closed, and how it hit the bottom line. IY: One of the biggest challenges, and please Tim, if you disagree, chime in, but I think enforcement of messaging and enforcement of product knowledge is something that’s a challenge in a lot of sales organizations, and doing something like a certification course is a huge contributor into improving the way that sales team talks about the product and talks about the value that the product brings in a way that’s just more trackable. If you train blind and you don’t have an accountability piece, you’re always going to be in danger of people not being on a message or not really selling in the way that they should be selling and putting it into that kind of format where it’s a requirement and it’s enforced, I think really helps take care of that piece better and make sure that everybody’s on message. SS: I love that. Last question for you both. How do you plan to continue to evolve your enablement strategy this year and how do you plan to leverage Highspot to help you achieve your vision of what good looks like this year? IY: My team has grown significantly in the last six months. We were a team of three and now we’re nine, we literally tripled and that is great because it means that we’re creating a lot of good resources and we’re making a huge contribution to the business. One of the things that we’re now trying to kind of work out is what success looks like, especially for the product marketing managers on the team. What does success look like? What are we measuring ourselves on? A big part of those KPIs is coming from Highspot as a tool. It’s really hard to say as product marketing oh, we increased the amount of closed won. I mean, yes, we had a say in it, and yes we were part of a huge team of people that helped get to that closed won, but, we’re trying to understand now what is the kind of in-between metrics that come from an SQL to a closed won and how do we actually impact them. I think that in terms of our strategy going forward and our measurement strategy, Highspot is going to play a really significant role. TS: I see our growth in how we’re going to be utilizing Highspot for those colleagues that are getting promoted to new roles in the organization, learning paths, onboarding new hires, and more consistent delivery. As a six, going on seven, year-old startup a lot of training enablement and onboarding was reliant on the hiring manager, and the quality of that onboarding was really reliant on the manager who had the time and bandwidth and probably personal discipline to make an excellent first 90 days great. From what I understand statistically, the first two weeks or first 30 days, first 60 days, that’s when a new hire says this was such a good decision, or, oh, what did I get myself into? I see onboarding new hires and then ever-boarding existing GTM members and also new roles that are created as we continue to grow as a company. I’ll see learning paths, I’ll see more use of video, especially integrating recorded videos of calls and possibly some types of situational training. SS: I love that. Well, thank you both for joining me today. I loved hearing each of your respective stories. IY: It was our pleasure. Thank you for having us. TS: Thank you. Happy selling everyone. SS: To our audience, thank you for listening to this episode of the Win Win podcast. Be sure to tune in next time for more insights on how you can go beyond what good looks like with Highspot.

On this podcast episode, learn how Inbar Yagur, Dir. Content and Product Marketing, repositioned Lusha's brand for better B2B marketing success. To do this, she employed exercises in sales and marketing alignment to bring both teams on board. Throughout their planning phase of the project, she took both teams' understanding of sales and marketing data to inform their new Ideal Customer Profile. And once formed, she took time to educate both sales and marketing on their new target audience and strategy. The FINITE Podcast is made possible by:- Clarity: the fast growing, global marketing communications agency working with leading technology brands.- And 93x, the leading digital marketing agency for B2B technology, software & SaaS businesses delivering SEO & PPC strategy that drives leads, pipeline & revenue growth.Support the show

For so many, the job interview process is an awful one. Whether you're the one asking the questions or answering them, it can be nerve-wracking all round, which is why this B2B Content Strategist guest is so passionate about being absolutely upfront and honest. Interviewers should drop the poker face (it doesn't do anyone any good), and give feedback on the spot, says Lusha's Director of Content & Product Marketing, Inbar Yagur. Inbar joins host Amy to talk about her journey to Lusha and the team that she has built there in three months, how they are testing and experimenting with AI, why it's so hard to lock in on a definite key focus right now and why she values transparency so highly. Plus lots more. Our host Amy Woods is the CEO and founder of Content 10x, the world's first and longest-running specialist content repurposing agency that partners exclusively with B2B tech and professional services businesses. Find out about: Inbar's motto ‘radical transparency in everything' Her big fear when it comes to AI Building a content marketing engine from scratch Important Links & Mentions Inbar on LinkedIn https://www.linkedin.com/in/inbaryagur/ B2B Content Strategist https://www.content10x.com/b2b-content-strategist/ Content 10x: https://www.content10x.com/

Qu'allez-vous apprendre : 05:10 : Glossaire de la publicité07:06 : Cycle(s) de vente11:20 : Refuser des clients17:21 : Une multiple concurrence23:54 : Intégration de nouveaux commerciaux27:53 : Les chiffres à surveiller35:24 : Commencer sa transformation commerciale38:40 : Les conseils de finEn bref :Cette semaine, Julien Lesueur reçoit Vivien Garros, Head of Business de Brut.Vivien a connu ses premières expériences de management commercial chez Amazon et Jellyfish. Il a rejoint Brut il y a un peu plus d'un an pour superviser l'organisation de leur équipe Adnetwork. Ils sont les garants de l'achat médias chez Brut, qui enregistre près de 40 millions de vues en France tous les mois.Et oui, avec ses formats innovants et ses canaux de diffusion bien travaillés, Brut est devenu LE premier média d'informations des 18/40 ans sur les réseaux sociaux. Et Brut, c'est aussi et surtout une ligne éditoriale progressiste qui porte des sujets comme l'inclusivité, l'écologie et l'égalité. Tout cela grâce à un système économique d'un nouveau genre qui permet de vivre en toute indépendance éditoriale de la publicité, en monétisant l'accès à la BONNE audience, au BON moment.Alors, pour trouver, choisir et convaincre les BONS clients, Vivien a adopté des méthodes dont il nous livre les meilleurs secrets.Pour cibler leurs prospects, Vivien et son équipe connaissent les enjeux de leurs clients potentiels par cœur. Ils gardent aussi une longueur d'avance en connaissant toujours leur audience mieux que personne. L'expertise digitale est donc essentielle, et l'autonomie et la veille concurrentielle sont de vigueur.Dans cet épisode précis et agile, Vivien nous livre ses meilleures pratiques pour :pérenniser sa force commercialeadresser des cibles (vraiment) très sollicités et vendre quand mêmepour choisir des clients qui durent !Durant 40 minutes, il nous partage ainsi ses meilleurs conseils de synergie commerciale, en évoquant également l'importance de cultiver son “portefeuille intellectuel” pour encore mieux identifier les besoins de ses clients, et de ses équipes ⚔️Ses recommandations outils :Salesforce, pour automatiser le suivi de ses deals Des outils de scrapping tels que Lusha ou KaspR Notion, pour suivre ses projets

In today's rapidly evolving business landscape, technology has become an essential tool for sales professionals. Despite this, some salespeople may still feel intimidated or uncertain about how to effectively use technology in their work. However, with the right tools and techniques, salespeople can leverage technology to their advantage, creating a level of differentiation in the marketplace and helping them achieve greater success in their sales process. In this episode, we will explore why salespeople should embrace technology and not fear it, and how they can use it to their advantage in the sales process. This week we are joined by the Director of Sales or Lusha. A tech platform that makes it easier for sales people to find contact data for their prospects. During this episode George will share how he started in sales. What changes he has seen and what sellers can do to leverage technology to drive results. So sit back, relax, and get ready to learn how technology can help you take your sales game to the next level!Connect with George https://www.linkedin.com/in/george-nammour/This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30Growth Forum is a place to Connect, Learn and Grow. Launching February 2023 Growth Forum has a new prospecting program to help Sellers take control of their pipeline. The program is usually valued at $2500 but if you sign up to Growth Forum now you will receive access to this program for free! https://www.growthforum.io/

Bubba's new friends Bodhi and Lusha introduce him to Indian culture through the Festival of Lights! --- Send in a voice message: https://anchor.fm/mistermattsstorytime/message Support this podcast: https://anchor.fm/mistermattsstorytime/support

15 logiciels pour Linkedin : Bannières Linkedin, profils Linkedin, publications Linkedin... Voici le lien vers l'article : https://www.conseilsmarketing.com/techniques-de-ventes/banniere-linkedin-profil-linkedin-publication-linkedin-15-outils-pour-utiliser-efficacement-votre-compte-linkedin/   Sommaire de l'article Canva, pour créer une bannière Linkedin Remove.bg pour supprimer l'arrière-plan de votre photo de profil PFPMaker pour ajouter des effets à une photo de profil LeadJet.io vous permet d'afficher les données de Linkedin dans votre CRM et vice versa Linked Helper pour automatiser votre prospection sur Linkedin Merci App ou Language tool, les correcteurs d'orthographe en ligne LinkMatch, pour vérifier si vos contacts Linkedin sont déjà dans votre CRM Shield App et inlytics.io, les outils de statistiques complémentaire à Linkedin Perfect Post, l'outil pour vous aider à rédiger la publication parfaite ! Postoplan et Buffer, deux outils pour planifier vos publications sur Linkedin Yaytext, pour écrire an gras, en italique… sur Linkedin ! Emojipedia, la bibliothèque des emojis pour égayer vos publications Linkedin ! Linkedin InCognito, pour naviguer en mode incognito sans devoir changer les préférences de votre compte Linkedin. TextBlaze, une bibliothèque de textes à coller dans Linkedin en appuyant sur 3 touches Snov.io, Hunter.io, VoilaNobert.com, Lusha.com, DropContact.io… pour retrouver les adresse emails professionnelles de vos contacts de 1er niveau Découvrez d'autres logiciels pour prospecter efficacement sur Linkedin

Episode 286 of On Screen & Beyond - Masiela Lusha played the rebellious daughter Carmen on "George Lopez" in the 2000's. Masiela stops by to chat about what she's up to now and her role as Carmen! --- Send in a voice message: https://anchor.fm/on-screen-and-beyond/message

In this episode of The SaaS SEO Show, we've interviewed Vanessa Perplies (Ex External Communications Lead at Lusha) and discussed scaling content strategies.Here's what you're going to learn: The most common content strategy mistakes How can a B2B SaaS company stand out from competition The elements of a successful digital PR strategy Don't forget to leave us a five-star review so that more people learn about The SaaS SEO Show and subscribe to our YouTube channel, where we upload the video version of this, and every, episode.Stay Tuned:► Website► LinkedIn► YouTubeThis episode is brought to you by SaaS SEO agency MINUTTIA.

In this episode, we introduced "growth debates" as a new segment. Marketers have struggled to choose either of them for growth. We wanted to give the full picture. 2:37 - Intros 5:09 - Why Vanessa loves thought leadership more than SEO 9:24 - Lusha's story about brand revamping and thought leadership 14:00 - George's client SEO story on ranking for growth 21:01 - Pros and cons of SEO 24:00 - Pros and cons of thought leadership 28:00 - Backlinks seem to be a useless process in SEO -- Listen to Geroge's take 31:05 - George's take on constantly fighting on ranking and content updating 34:48 - What about the long unnecessary articles that the visitors don't need for SEO? 38:41 - Vanessa's take on thought leadership could be a hit or miss. 42:59 - What about thought leadership not contributing to the revenue? (Vanessa's response) 45:04 - What's the right percentage to allocate thought leadership vs SEO as a content team? 52:44 - My take on the whole debate Key Links Reach to Vanessa for her amazing thoughtsReach out George if you want help with SEOGeorge's agency MinutiaCheck out Lusha.com (Vanessa's company) Supported by - Growth Mentor What if you could tap into the experience of 340+ startup and marketing mentors? Have 1-on-1 conversations about growth, marketing, and everything in between with the world's top 3% of startup and marketing mentors. Use the code aazar15 and get an exclusive 15% discount for Growth Mentor listeners.

What would you do if your sales director said we are moving most of our Account Execs into SDR roles?It's a good question. In today's episode, we will find out what happens if you do. ASSA ELDAR is the Head of Sales at Lusha and I'm delighted to have him as a guest.Since our original recording of this episode, Lusha announced an additional $205Mill raise which gave them a market cap of $1.5BillI love it when you get someone who is prepared to take a few risks and it pays off, they make great stories, I love it even more… when it's a business I know and have genuine respect for.If you work in business development you know of Lusha, you've even or have tried Lusha. It's one of those staple SaaS products that SDRs, BDMs and anyone doing outbound need in their tool kit. In today's episode, we get a sneak peek behind the curtain to look into what their Product Lead Growth Strategy was, how it needed to change and the risks they took to get the business eventually firing on all cylinders.Assa Elderhttps://www.linkedin.com/in/assa-eldar/ Lushahttps://www.lusha.com/ Mark McInneshttps://www.linkedin.com/in/mark-mcinnes/ Mark's Gumroad Portalwww.markmc.gumroad.com Mark's VIP Mailerwww.markmc.co/salesmail 

N-gun rawng ai dinghku // Christian Home.Lusha hta shadawn sharam ai lam // health talk.W.P sha ni nga pyaw ai ginra+ani sha nga ya rit madu // Gospel songs.Asak mungga // Sermon.

Guillaume is an entrepreneur, co-founder and CEO at Lemlist, one of the coolest sales automation platforms on the market right now. Guillaume and his team bootstrapped in the past the “Lempire”, Lemlist + Lempod and exited Lempod to focus on Lemlist. During this interview we cover: 00:00 Oribi.io Smarter Data-Driven & Analytics Decisions 01:02 - Intro 01:57 - Most Effective Way to Reach Customers 10:20 - Personalized Sales Automation & Building Relationships 13:26 - Growth Channels that lead $10M + ARR 18:05 - Creating Content & Building a Community  21:32 - Recommendations to SaaS Founders about Growth Channels 27:36 - Buying Email List or Places to Get Sources? 29:12 - Contentfy.co Your On-Demand Podcast Editing Team 30:36 - How Often To Send Marketing Mail? Any Best Time? 33:53 - Increasing  the Reply Rate 35:23 - Top Tips & Tricks for Open Rates 38:16 - Guillaume Background, Exiting & Reffusing a $30M Funding Round 43:36 - Long Term Vision for Lemlist 44:54 - Advice Guillaume Would Give to His 25 Years Old-Self 45:59 - Matt's Greatest Challenges as Being CEO at Lemlist 46:22 - Instrumental Resources For Guillaume Success 48:32 -  What Does Success Mean To Guillaume Today 49:15 - Get in Touch With Guillaume Mentions: https://www.lemlist.com/ (Lemlist) http://lusha.com/ (Lusha) https://www.dropcontact.com/ (Dropcontact) https://www.pixelme.me/blog (Pixelme Blog) People https://www.linkedin.com/in/randfishkin/ (Rand Fishkin) Books: https://sparktoro.com/book (Lost & Founder) Get In Touch With Guillaume: https://www.linkedin.com/in/-g-/ (Guillaume Moubeche's Linkedin) Tag us & follow: https://www.facebook.com/HorizenCapitalOfficial/ (Facebook)  https://www.facebook.com/HorizenCapitalOfficial/ https://www.linkedin.com/company/horizen-capital (LinkedIn)  https://www.linkedin.com/company/horizen-capital https://www.instagram.com/saasdistrict/ (Instagram)  https://www.instagram.com/saasdistrict/ (https://www.instagram.com/saasdistrict/) More about Akeel: Twitter - https://twitter.com/AkeelJabber (https://twitter.com/AkeelJabber) LinkedIn - https://linkedin.com/in/akeel-jabbar (https://linkedin.com/in/akeel-jabbar) More Podcast Sessions - https://horizencapital.com/saas-podcast (https://horizencapital.com/saas-podcast)

In this episode, your host Jeff Brandeis speaks with Lusha's Yoni Tserruya about helping B2B companies find the best leads through data, creating a prospecting platform, and more. Check out Lusha at https://www.lusha.com/homepage/

Yoni Tserruya, Co-founder & CEO at Lusha, a platform that helps business professionals with high-quality lead data shared a few snippets from Lusha's journey and today's evolving salestech climate: Key topics covered: Salestech and tech startups in Israel Trending sales strategies and salestech tips from around the world Improving your choice of martech and salestech

BUSINESS DEVELOPMENT? What is your strategy/approach to generating an enviable rolodex of great relationships. How do you and can you use Social Media to aid this cause? In a world now where everyone's cell phone is a Lusha search away, how do we differentiate ourselves to acquire sought after contacts and become one ourselves?

As Lusha's co-founder and CEO, Yoni first developed Lusha as a side-project, during his first job as an iOs developer. After one year, his pet project exploded, and he decided to turn his passion into his profession. Today, Yoni helps create the vision and strategy that informs all product and business decisions at Lusha. He focuses on hiring the right team, anticipating the future needs of customers, and envisioning the future of the data world. A software engineer by trade, Yoni graduated with a BSC from Ben Gurion University. 

➡️ If you liked the show, please subscribe & leave a podcast review on iTunes! https://podcasts.apple.com/us/podcast/success-story/id1484783544 ➡️ For More Episodes Visit: www.podcast.scottdclary.com Yoni Tserruya, is the Co-founder and CEO for Lusha. Yoni first developed Lusha as a side-project, during his first job as an iOS developer. After one year, his pet project exploded, and he decided to turn his passion into his profession. Today, Yoni helps create the vision and strategy that informs all product and business decisions at Lusha. He focuses on hiring the right team and anticipating the future needs of customers and envisioning the future of the data world. A software engineer by trade, Yoni graduated with a BSC from Ben Gurion University. ➡️ Show Links https://www.linkedin.com/in/yonitserruya/ https://twitter.com/yonitseru ➡️ Show Sponsor Gusto Promo Details: gusto.com/scott (3 months free payroll / platform services) Gusto's people platform helps businesses like yours onboard, pay, insure, and support your hardworking team. Payroll, benefits, and more. ➡️ Talking Points 00:00 - Yoni Tserruya, CEO of Lusha 08:11 - What is product led growth, and how did Yoni use it to scale Lusha? 12:01 - How to successfully bootstrap a company. 16:17 - Why quality really matters for your product. 20:17 - Why salespeople aren't selling (and how to stop all the admin work). 25:47 - How to learn on the fly, implement changes and grow with your company. ➡️ SUCCESS STORY PODCAST Stories worth telling. Welcome to the Success Story Podcast, hosted by entrepreneur, business executive, author, educator & speaker, Scott D. Clary. On this podcast, you'll find interviews, Q&A, keynote presentations & conversations on sales, marketing, business, startups and entrepreneurship. Scott will discuss some of the lessons he's learned over his own career, as well as have candid interviews with execs, celebrities, notable figures and politicians. All who have achieved success through both wins and losses, to learn more about their life, their ideas and insights. He sits down with leaders and mentors and unpacks their story to help pass those lessons onto others through both experiences and tactical strategy for business professionals, entrepreneurs and everyone in between. Website: https://www.scottdclary.com Podcast: https://www.successstorypodcast.com YouTube: https://www.youtube.com/scottdclary Instagram: https://www.instagram.com/scottdclary Twitter: https://twitter.com/scottdclary Facebook: https://facebook.com/scottdclarypage LinkedIn: https://linkedin.com/in/scottdclary

Lusha's Co-Founder and CEO, Yoni Tserruya, joins Coruzant Technologies for the Digital Executive podcast. He shares that his business success comes from providing greater value to your users, and ultimately getting your personal mindset right. With this mindset you're not afraid to make mistakes or be right all the time. 

Lusha, Waboxapp, Chrystal ou encore Skrapp... tant d'outils digitaux qui ont profondément changé la démarche commerciale des entreprises ses dernières années. Depuis 2010, le growth hack est de plus en plus plébiscité comme étant LA manière la plus intelligente et la moins couteuse de croitre et vite! On en parle avec Abdou Dieng, Managing director de Adafri au Sénégal.

Harry Marteau est Head of Sales Ops chez SGS.Aujourd'hui on se retrouve pour un nouveau format : Les Sales Ops.L'émission où j'interviewe des Sales Ops pour te faire découvrir ces nouveaux métiers.Les outils qu'Harry et son équipe utilisent :- LinkedIn Sales Navigator pour créer les ICPs (Profils de clients idéaux) et buyers personas- Phantombuster pour extraire de données- Dropcontact et Sociétéinfo pour enrichir les données- Kaspr et Lusha pour trouver les numéros de téléphone- SEP : Datananas et Lemlist pour améliorer la dérivabilité de tes emails et prospection multicanal- Aircall pour passer les appels- CRM : Oracle- CPQ (Configure Price Quotation ) : la suite Oracle pour gérer les offres et de devisInscris-toi à la newsletter gratuite :Tu veux plus de contenu sur la vente comme celui-ci ? Rejoins 702 autres commerciaux aujourd'hui :https://thesalesgame.substack.com/welcomeTu recevras du contenu sur la vente que j'envoie chaque dimanche.Music:Great Days by Joakim Karudhttp://www.joakimkarud.com/

A ton of great marketing roles are open in tech now. And a ton of great people are looking. Which means that hiring is on everyone's mind. So in this, I interviewed four incredible senior marketers from top-tier tech companies - Yotpo, Lusha, Workiz, and Cognyte - to learn what core skills they look for when they interview. We touch on learning capabilities, emotional resonance, grit, and more. Much more. But not much, much more - it's only 11 minutes long. More importantly, I've compiled over 40 awesome roles currently available from great Israeli tech companies, with many roles open remote. Head over to the show notes at buchman.co.il/hire to get the list.

Assa Eldar is the Head of Sales at Lusha, a company that helps business professionals establish a fast and true connection with their leads. In this episode, learn about Assa’s favorite tools, what he sees as the biggest challenge for outbound SDRs, and the art of bottom-up prospecting. Shaundai Person, Junior UI Engineer at SalesLoft, joins as guest host. Visit SalesLoft.com for show notes and insights from this episode.

EP18 - THIS WEEK IN SALES On this week in sales we’ll be looking at: Salesforce declaring the 9-to-5 workday dead HubSpot Signs Agreement to Acquire The Hustle (and proves us right) Boutique CRMs Yext, Inc., the Search Experience Cloud company, announced the promotion of David Rudnitsky to President and Chief Revenue Officer. B2B sales data startup Lusha secures $40 million Series A funding SugarCRM Users Can Now Utilize Exceed’s Conversational AI to Automate Lead Qualification Vivun raises $35 million to advance presales engineering platform The Top Real Estate CRM software Market Leader Follow Up Boss Wise Agent TotalBrokerage IXACT Contact Research from Quantcast and Forbes Insights revealed that of 500 marketers, 52 per cent had noticed a growth in sales, while 51 per cent had noticed a growth in customer retention since introducing AI capabilities to their ecosystem. Onit - Speeding Up the Sale with Contract AI Software

Jonathan Kidder - the "Wizard Sourcer" is back! He's published two books since we last spoke - "Top Talent Sourcing Tools for Recruiters" and "A Guide to Diversity Talent Sourcing”In this episode of Recruiting Trailblazers - Marcus quizzes Jonathan on Top Talent Sourcing Tools for Recruiters - the tools he recommends for different aspects of the job.Episode Highlights1:25- Introduction2:07- The inspiration and reason behind Jonathan’s book4:08- Evernote as a great tool for LinkedIn 5:30- Evernote and its integration on LinkedIn6:32- Top few ATS tools recommended for an agency or in house6:39- Loxo and its different integrating features 7:23- Airtable, a great personal ATS tool for in-house, plus Greenhouse, Jobvite and Salesforce8:57- People search engines - PeoplePro, Spokeo, ZoomInfo 11.30- Free tools: Free People Search Intellus Peoplesmart 12.00- Contact finding extensions: Hiretual, Seekout purchase from PeoplePro and Spokeo13.00 Lusha, Nymeria, Improver, Swordfish (get the book - there are loads!)14:20- LinkedIn and how they view these tools15.25 - Connectifier, TalentBin16:43- Candidate outreach tools and email automation - primer on outreach18:00- Take the time to personalize emails!19.50- What percentage of messages are personalized?21:43- Gem and its features as a top candidate outreach tools22:19- Intersellar and its integration24:34- Sourcewhale and its integration25:03- The power of InMails - great for follow ups.27:35- Recommendations of things for people to automate in order to save time and remain safe on LinkedIn28:44- Tools to reach 1st degree connections MyRobot.works, Machinesourcer, PhantomBuster)30:20- PhantomBuster and the meaning of web scraping and how it works32:01- Recommended Boolean Generators-Recruitin.net33:39- Email tracking tools- Saleshandy35:00- Writing tools -Textio, Joblint, Gender Decoder, Graammarly36:50- Scheduling tools -Calendly, Mytime, Setmore, Appointlet38:44- How to get the book (Top Talent Sourcing Tools for Recruiters)40:00- An overview of the second book “A Guide to Diversity Talent Sourcing”42:26- Conclusion

In this episode we talk to Yoni Tserruya, CEO & Co-Founder at Lusha. Are you getting every B2B Growth episode in your favorite podcast player? If not, you can easily subscribe & search past episodes here. You can also find us on Apple Podcasts or Spotify.

In this episode we talk to Yoni Tserruya, CEO & Co-Founder at Lusha. Are you getting every B2B Growth episode in your favorite podcast player? If not, you can easily subscribe & search past episodes here. You can also find us on Apple Podcasts or Spotify.

Jonathan Kidder: The Wizard SourcerIn this episode, Marcus Edwardes speaks with Jonathan Kidder, otherwise known as the “Wizard Sourcer”. He is currently working as a tech recruiter for Amazon, and his blog, Wizard Sourcer, has become one of the leading knowledge resources for recruiters online.Listen in as Jonathan unloads a treasure trove of advice on the current sourcing and recruiting landscape, including best practices to keep in mind when reaching out to potential candidates. He also gives us his favorite tools and platforms for prospect databases, customer engagement, and automation, as well as a primer on his own free browser extension, Recruiter Wand.What You’ll Learn in This Episode:● [1:49] How sourcing has evolved over the past five years● [3:45] Looking for candidates versus engaging with candidates● [4:52] Do all good recruiters make good sourcers, and vice versa?● [5:44] Is automation disadvantageous to the recruiting process?● [8:43] Jonathan’s process as a technical recruiter at Amazon● [15:30] What are some alternatives to LinkedIn?● [21:24] Why InMail is losing steam● [22:59] The best way to utilize texting● [26:00] Using video to connect with prospects● [27:26] Examples of candidate engagement platforms● [31:28] How Jonathan built his brand with Wizard Sourcer● [33:48] Jonathan’s other favorite platforms● [38:36] The four levels of automation and examples of automation tools● [40:39] What is Jonathan’s browser extension, Recruiter Wand?Key quotes:● “Sourcing, as a whole, when it first started, was focused on lead generation. It’s changed in recent years as some teams do the full cycle process while others have sourcers and as well as recruiters to take over at some point in the process. More than ever, sourcers do now communicate and engage candidates and start them on the process.”Resources Mentioned:● The most complete database of tech people: Human Predictions● Build better business relationships with video messaging: BombBomb● Candidate engagement platforms: Hiretual, SeekOut, Lusha, Gem, Lemlist, Interstellar, Sense● A new candidate interviewing platform: Honeit● Get matched directly with active talent: Hired, Vetterly, AmazingHiring● Automation tools: Phantombuster, IFTTT, Zapier● Jonathan’s free browser extension to create auto-filled emails: Recruiter Wand

We're breaking misconceptions and missteps in outbound with today's guest is Assa Eldar. Assa is Head of Sales for lusha.com, a company that helps business professionals establish a fast and true connection with their leads, contacts, and candidates. In this episode, you'll learn Assa's cadence steps through his outbound process as well as advice on how to get your prospects converted into demos. [00:01 - 02:20] Opening SegmentI introduce Assa Eldar to the showAssa's 3 top tips for SDR'sOpen a window with elegance Build a healthy pipeline Just keep learning [02:21 - 10:34] Don't Sell a Product, Start a Conversation and Embed Your Name Assa talks about the importance of cadence integration in your workflow Assa shares advice on how-to and how not to best use LinkedIn for sales The next steps after first engagement - Cold Calling Tips[10:35 - 21:13] The Lusha Cadence Steps Assa talks about Lusha's process and strategy Champion the decision-maker and know the engagements How to structure and engage with your emailsAssa shares more cadence steps [21:14 - 27:37] Breaking Down the First 15 seconds of the CallLive example of the first 15 seconds of a callWe breakdown the psychology Review of the steps [27:38 - 32:29] Closing SegmentFinal advice from Assa breaking misconceptions in outbound Find what your SDR values most How can we support you?Links and Info Below Top 3 takeaways segment Tweetable Quotes:“You need to get them to use the product, see the value, and then when you go to the decision-maker you say, ‘listen, all these guys are using Lusha, here's the feedback.'” - Assa EldarResources:SalesloftOutreach.io------------------------------------------------------------------------------------------Connect with Assa on LinkedIn, and visit https://www.lusha.com/ to learn more and give feedback.Connect with Alex Shandrovsky and Ilan Ifergan on LinkedIn. Visit http://saleslift.co.il/, We'd love to hear from you. Leave us a review Email us --> alex@zero.energy

On this episode Assa Eldar - Head of Sales @ Lusha.co joins me to share his story! Like most of us in the world of sales, Assa thought he'd be doing something else when he was attending IDC Herzliya pursing a Bachelor's in Law and Business Admin.He grew up in Israel, moved to the US and successfully founded a moving company in New York City and after 5 solid years, decided that that wasn't for him anymore. So, he decided to move back to Israel and dominate from beautiful Kibbutz!"Know What You Don't Want To Do" is his foundation so get ready and enjoy Assa's story!YOUR INTENTION MATTERS...because that's the result you'll tend to get!www.everestperformance.com

www.idolcourses.com/academy Enrollment is open 9/14-25/2020!

Lusha helps the go-to-market world become smarter by commoditising B2B data. They do this by providing a simple product that gives sales and marketing a solution to help grow their business. For sales, they can reach out and gain their full potential with data for prospecting so they can do what is important - more selling. For marketeers, Lusha solves a different problem to minimise the number of questions required on a web form by utilising publicly available information to increase your conversion rate. The aim of Lusha is to differentiate the customers that come to your website. It is important to gather the right information, as easily as possible but without having too generic a form on your website. At the beginning of his journey at Lusha, there weren't any marketing efforts, it was based on a free offering which would then be purchased by self-service options. Yoni found that the majority of the business at Lusha came from the bottom up. They tried outbound marketing but it just didn't work for them, not to say it won't work for everyone but for him, it wasn't worth the effort. But in taking a more enterprise approach, he noticed they must become more flexible in their approach to payments and product releases, leading to his strategy of flexibility in remaining or becoming a Lusha customer. He made the onboarding very simple so that the customer understands the product as soon as they can and have no need to speak to someone at the company itself. The difference today is not only what you sell but how you sell it and you must do that simply. Lusha does not try to promise something they can't deliver. They are very clear and straightforward on what they can do and they do it well. They did not want to be a company with a website saying big statements causing their customers to be lost of what the product is. His staff are encouraged to invite customers to the product on a points system but he believes they can definitely do more with their staff. This has started with encouraging staff to post more on LinkedIn. Most of their marketing activities are at the start of their journey, which I am excited to see get great results. Yoni's advice to developers is to start building, start small, and don't worry about deciding your path. You can build whilst you are working. He believes in starting small and just seeing if it will expand over time. If you have the passion it will happen. Persistence is key.

0:00 Foto’s en video’s van Zwarte Piet zijn voortaan verboden op Facebook en Instagram. Het bedrijf zegt hiermee te willen voorkomen dat mensen zich gediscrimineerd voelen. Deze nieuwe richtlijn roept veel reacties op. 8:10 Lijkt het jou fijn als iedereen zomaar je telefoonnummer op kan zoeken? Waarschijnlijk niet, maar dat kan wel dankzij het bedrijf Lusha. Maar hoe komen ze eigenlijk aan je gegevens? 19:27 Het wordt steeds drukker in de banen rondom de aarde. De komende jaren worden er door verschillende techbedrijven duizenden nieuwe internet-satellieten gelanceerd, en sterrenkijkers zien daardoor mogelijk door de bomen het bos niet meer. Gasten: Nando Kasteleijn, Joost Schellevis en Stephan Vegelien Presentatie: Casper Meijer

Het privénummer van kabinetsleden, misdaadverslaggevers en bekende Nederlanders is tegen betaling online te vinden, onthulde Trouw vanmorgen. De dienst wordt aangeboden door het Amerikaans-Israelische bedrijf Lusha. Die stellen dat ze binnen de wet handelen, maar privacy-experts hebben daar zo hun twijfels bij.

In this episode, Elias and Mark have a chat together about the experiences of the last couple of months, in which it seems that the world has been turned upside down. We want to share with you some winning tips on how to grow your business, even during these times! We do so in 4 steps:   Formulate your national and international growth strategy based on the Ansoff model: Market penetration Market development Product development Diversification Define promising markets and industries like Finance, Healthcare, Pharma, NGO's, Software Services, SaaS, and Security.  Create a wishlist with potential clients, containing: growable existing clients, ideal profile clients and dream clients (more on this as mentioned by Mike Weinberg). Plan a daily prospecting sales block: 2 hours a day (ideally in the morning) in which you reach out to prospects by phone, e-mail and social media. Also create prospecting funnels with you marketing team and make sure to implement account-based-marketing. Some of the tools we discussed are: Lusha.co, Google Trends, Google Analytics, SEMrush, Lead Forensics, LinkedIn Sales Navigator, Marketing Automation.   If you want to be on this podcast or would like to know more about Marketing Technology, visit our website at marketingguys.com or contact Elias Crum at e.crum@marketingguys.nl

Levi Fernandez Levi is Co-founder and Head of Partnerships at Society Melbourne. Society Melbourne is a social enterprise with the vision of eliminating youth homelessness in Australia. Dedicated to this purpose, 100% of profits from four social enterprises, Crêpes for Change, The Coffee Cart, home.one & home.two, go towards helping young people escape the homelessness cycle. Patreon Stars Thanks to our awesome Patreon Supporters - Sue, Levi, Tanveer, Lusha, Judy, Jules, Sally, Will, Bee, Lyndon, Olivia, Jo, Bonny, Misha * 2, Macartan, Joel and Stuart- you help us to create great weekly podcasts! Have you thought about supporting our independent, wholesome and locally produced content? Support Us Become a Patreon Supporter today for the cost of 1 coffee per month and show that you love our work and want to see it continue.  I'll send you an awesome exclusive Humans of Purpose tote bag (valued at $25) and you will help shape the podcast moving forward. You will be able to directly to refer guests and more. Support the show.

Rosie Thomas Rosie is Co-founder of Project Rockit. Project Rockit is Australia's youth-driven movement against bullying, hate and prejudice. Do checkout Rosie's previous Humans of Purpose episode to learn more as well as her awesome Twitter feed. Patreon Stars Thanks to our awesome Patreon Supporters - Sue, Levi, Tanveer, Lusha, Judy, Jules, Sally, Will, Bee, Lyndon, Olivia, Jo, Bonny, Misha * 2, Macartan, Joel and Stuart- you help us to create great weekly podcasts! Have you thought about supporting our independent, wholesome and locally produced content? Support Us Become a Patreon Supporter today for the cost of 1 coffee per month and show that you love our work! I'll send you an awesome exclusive Humans of Purpose tote bag and you will help shape the podcast moving forward. You will be able to directly to refer guests and more. Support the show.

Laura Thompson Laura is Managing Director of Spark Health Australia and Clothing The Gap. She is a proud Gunditjmara woman. Spark Heath is an Aboriginal owned and led social enterprise specialising in health promotion and meaningful Aboriginal Community engagement.  Clothing The Gap is a fresh and dynamic fashion label, and social enterprise, managed by health professionals that celebrates Aboriginal people and culture.  Patreon Stars Thanks to our awesome Patreon Supporters - Levi, Tanveer, Lusha, Judy, Jules, Sally, Will, Bee, Lyndon, Olivia, Jo, Bonny, Misha * 2, Macartan, Joel and Stuart- you help us to create great weekly podcasts! Support Us Have you thought about supporting our independent, wholesome and locally produced content? Become a Patreon Supporter today for the price of 1 coffee per month and show that you love our work! I'll send you an awesome exclusive Humans of Purpose tote bag and you will help sustain and shape the podcast moving forward. You will be able to directly to refer guests and more. Join us today! Support the show.

Kyle Turner Dr Kyle Turner is the CEO and Founder of Pearlii. Pearlii are a medtech startup using AI image processing to scan photos of your teeth, taken with a smartphone camera, to check for dental problems. Kyle is also a public health lecturer, following on from his PhD in Epidemiology, earned at the University of Oxford. He is a proud Wurundjeri man and is an expert in indigenous health.  Patreon Stars Thanks to our awesome Patreon Supporters - Levi, Tanveer, Lusha, Judy, Jules, Sally, Will, Bee, Lyndon, Olivia, Jo, Bonny, Misha * 2, Macartan, Joel and Stuart- you help us to create great weekly podcasts! Join Patreon Support us today! You'll get a weekly shout-out, my eternal gratitude, many perks plus some terrific HoP swag. Not bad value for the cost of one coffee per month. Support the show.

Louise Segan Louise is a Cardiology Registrar at a public hospital, occasional Humans of Purpose co-host and most importantly- my wife. Check our her debut on the show in episode 100! We talk about her experiences and insights on how our hospital and health care system is coping with COVID-19. Patreon Stars Thanks to our awesome Patreon Supporters - Levi, Rich, Tanveer, Lusha, Judy, Jules, Sally, Will, Bee, Lyndon, Olivia, Jo, Bonny, Misha * 2, Macartan, Joel and Stuart- you help us to create great weekly podcasts! Join Patreon Support us today! You'll get a weekly shout-out, my eternal gratitude, many perks plus some terrific HoP swag. Not bad value for the cost of one coffee per month. Support the show.

Dan Stubbs Dan is Victoria's first Disability Worker Commissioner. More about the work of Dan and the Victorian Disability Worker Commission. Dan and his Commission play a key role in ensuring we have a high quality and trusted disability care workforce.  Patreon Stars Thanks to our awesome Patreon Supporters - Rich, Tanveer, Lusha, Judy, Jules, Sally, Will, Bee, Lyndon, Olivia, Jo, Bonny, Misha * 2, Macartan, Joel and Stuart- you help us to create great weekly podcasts! Join Patreon Support us today! You'll get a weekly shout-out, my eternal gratitude, many perks plus some terrific HoP swag. Not bad value for the cost of one coffee per month. Support the show.

Simon Faivel Simon is Director of Consulting at Social Ventures Australia. Simon is also the Chair of SIMNA Ltd and Social Value International. Patreon Stars Thanks to our awesome Patreon Supporters - Rich, Tanveer, Lusha, Judy, Jules, Sally, Will, Bee, Lyndon, Olivia, Jo, Bonny, Misha * 2, Macartan, Joel and Stuart- you help us to create great weekly podcasts! Join Patreon Support us today! You'll get a weekly shout-out, my eternal gratitude, many perks plus some terrific HoP swag. Not bad value for the cost of one coffee per month. Support the show.

Jacinda Richards Jacinda is the Founder and CEO of L2R Dance. L2R aims to actively engage and foster artistic talent in Melbourne’s west while empowering and transforming the lives of young people through the power of dance. Patreon Stars Thanks to our awesome Patreon Supporters - Rich, Tanveer, Lusha, Judy, Jules, Sally, Will, Bee, Lyndon, Olivia, Jo, Bonny, Misha * 2, Macartan, Joel and Stuart- you help us to create great weekly podcasts! Join Patreon Support us today! You'll get a weekly shout-out, my eternal gratitude, many perks plus some terrific HoP swag. Not bad value for the cost of one coffee per month. Support the show.

Nick Pearce Nick is the CEO and Co-Founder of HoMie. HoMie is a streetwear clothing social enterprise with 100% of profits supporting people experiencing homelessness or hardship. Patreon Stars Thanks to our awesome Patreon Supporters - Rich, Tanveer, Lusha, Judy, Jules, Sally, Will, Bee, Lyndon, Olivia, Jo, Bonny, Misha * 2, Macartan, Joel and Stuart- you help us to create great weekly podcasts! Join Patreon Support us today! You'll get a weekly shout-out, my eternal gratitude, many perks plus some terrific HoP swag. Not bad value for the cost of one coffee per month. Support the show.

Helen Steel Helen is the CEO of the Shared Value Project. The Shared Value Project is the peak practice body for shared value in Australasia. Patreon Stars Thanks to our awesome Patreon Supporters - Rich, Tanveer, Lusha, Judy, Jules, Sally, Will, Bee, Lyndon, Olivia, Jo, Bonny, Misha * 2, Macartan, Joel and Stuart- you help us to create great weekly podcasts! Join Patreon Support us today! You'll get a weekly shout-out, my eternal gratitude, many perks plus some terrific HoP swag. Not bad value for the cost of one coffee per month. Support the show.

Shamal Dass Shamal Dass is Head of Philanthropic Services at JBWere. JBWere works closely with ‘for-purpose’ clients to provide insight and advice that go beyond investment management, to assist them to achieve their wider strategic objectives and deliver on their mission. Patreon Stars Thanks to our awesome Patreon Supporters - Rich, Tanveer, Lusha, Judy, Jules, Sally, Will, Bee, Lyndon, Olivia, Jo, Bonny, Misha * 2, Macartan, Joel and Stuart- you help us to create great weekly podcasts! Join Patreon Support us today! You'll get a weekly shout-out, my eternal gratitude, many perks plus some terrific HoP swag. Not bad value for the cost of one coffee per month. Support the show.

Indi Clarke Indi Clarke is Executive Officer at Koorie Youth Council. Koorie Youth Council is the representative body for Aboriginal and Torres Strait Islander young people in Victoria. Patreon Stars Thanks to our awesome Patreon Supporters - Rich, Tanveer, Lusha, Judy, Jules, Sally, Will, Bee, Lyndon, Olivia, Jo, Bonny, Misha * 2, Macartan, Joel and Stuart- you help us to create great weekly podcasts! Join Patreon Support us today! You'll get a weekly shout-out, my eternal gratitude, many perks plus some terrific HoP swag. Not bad value for the cost of one coffee per month. Support the show.

Sandra Davis Sandra "Sandy" Davis is my mum and a Judge at the County Court of Victoria. In this milestone ep with my biggest role model and mentor we talk about everything from the migrant experience, to study and career moves to judicial reform. PBA Impact 25 Awards Vote for Mike and Humans of Purpose by heading to pbaimpact.com, hit vote now and then select Mike Davis (about half way down) before 13 Feb! Your vote will help us reach another 100,000 young Australians and push to build greater for purpose sector knowledge, connections and capacity. Patreon Stars Thanks to our awesome Patreon Supporters - Rich, Tanveer, Lusha, Judy, Jules, Sally, Will, Bee, Lyndon, Olivia, Jo, Bonny, Misha * 2, Macartan, Joel and Stuart- you help us to create great weekly podcasts! Support us today! You'll get a weekly shout-out, my eternal gratitude, many perks plus some terrific HoP swag. Not bad value for the cost of one coffee per month. Support the show.

Harriet McCallum Harriet is Senior Program Manager at the Lord Mayor's Charitable Foundation. Harriet is also a Board Member at L2R Dance. Patreon Community Thanks to our awesome Patreon Supporters - Rich, Tanveer, Lusha, Judy, Jules, Sally, Will, Bee, Lyndon, Olivia, Jo, Bonny, Misha * 2, Macartan, Joel and Stuart- you help us to create great weekly podcasts! Support us today! You'll get a weekly shout-out, my eternal gratitude, many perks plus some terrific HoP swag. Not bad value for the cost of one coffee per month. Leave A Review If you are loving the podcast please head to Apple Podcasts or wherever you listen and leave us a 5-star review and comment. This helps others find out about the show. Support the show.

Ellen Broad Ellen is Senior Fellow at the 3A Institute out of ANU. She is a data policy and ethical AI design expert, board game designer, author and pop music enthusiast. More on Ellen's work here at her homepage.  Patreon Community Thanks to our awesome Patreon Supporters - Tanveer, Lusha, Judy, Jules, Sally, Will, Bee, Lyndon, Olivia, Jo, Bonny, Misha * 2, Macartan, Joel and Stuart- you help us continue to create great weekly podcasts! Support us today! You'll get a weekly shout-out, my eternal gratitude, many perks plus some terrific HoP swag. Not bad value for the cost of one coffee per month. Leave A Review If you are loving the podcast please head to Apple Podcasts or wherever you listen and leave us a 5-star review and comment. This helps others find out about the show. Support the show.

In this first episode of season 1, Ara welcomes Assa Eldar, Head of Outbound Sales at Lusha. Assa has founded a few companies and grew their revenues before jumping full time into sales. He is now leading the outbound sales team at Lusha, a platform to find email addresses and phone numbers, trusted by more than 200,000 users worldwide. You will learn how Assa motivates his team, provides feedback and you will discover his 15 seconds pitch to use when doing cold calls. If you want to know more about Assa, you can add him in LinkedIn: https://www.linkedin.com/in/assa-eldar/ (https://www.linkedin.com/in/assa-eldar/)

Lors de l'édition 2018 de SOSUEU, Laurent a eu le plaisir d'échanger avec un ami de longue date de l'École du Recrutement, Pierre-André Fortin. Pierre-André travaille depuis 18 ans dans le recrutement. Surnommé "l'homme du scraping", il utilise aujourd'hui des outils d'automatisation pour optimiser son quotidien de recruteur. Mais cela ne veut pas dire que les outils définissent son métier. Il considère qu'il est beaucoup plus important de savoir faire sans outil qu'avec, et c'est le coeur de notre discussion avec lui pendant l'épisode. Il utilise des outils pour gagner du temps, jamais pour réfléchir à sa place. Retrouvez ses réflexions et son parcours de recruteur dans cet échange entre deux passionnés du recrutement. Les outils ne vous sauveront pas, mais Laurent vous l'avait promis donc voici quelques uns des outils partagés par Pierre-André pendant l'épisode : Lusha, ContactOut, Dataminer, Webscraper, MixMax, Boomerang Retrouvez Pierre-André sur Linkedin ou Twitter

Notes Making the move from a highly structured environment and being able to have a big name to back you up is a huge difference from the life of a startup. Avi made this transition very well when he moved to Israel and joined his first early stage company. Having credibility is inherent when working for a big company. Startups can gain this credibility by explaining who their investors are as they have done their due diligence on you or by speaking about what other companies you are currently working with; especially if they are the prospects competitors. A great salesperson should have a level of business understanding. This will allow you to relate to the prospects and their business problems that you are looking to solve. You have three kind of sales; Transactional is more of an order taker. Maybe the buyer needs help with the credit card or wants a discount. Selling the solution you have made to fix the buyers problem. Consultative is built on the solution but with a much deeper understanding of the problem so that you can show how your solution will help the prospects company moving forward. Going from being an independent contributor to a manager can be difficult when the company wants you to be a player/coach. The best way to manage this scenario is to sell with your team. Something many early stage founders do that is hurting their sales (and younger sales people as well) is telling the prospect what your company does. Rather, share with them why it is interesting for them. Not the industry, but the person in front of you or on the phone.   Final Five What is your favorite sales or leadership book? To sell is human by Daniel Pink Do you have someone that you follow/read for sales/leadership ideas? Jason Lemkin (Saastr) Are you available 24/7? Do you have strict personal time boundaries? 24/6, keeps Shabbat. What is your favorite tool used for sales? Lusha.co What one piece of advice do you have for all the founders/CEOs/VP Sales out there? Don't be afraid of sales people.   Links Avi's LinkedIn: https://www.linkedin.com/in/awiesenberg/ Adam's LinkedIn: https://www.linkedin.com/in/springeradam/ Training: https://startupsales.io/training/

Shapov - Disco Tufli (Lusha & Talano Remix) by Alexey Talano

Small Biz Matters – a half hour program each week where you can work ON your business rather than IN it.with Alexi Boyd from Boyd Office Management ServicesDate: 20 February 2018 Last time we had Gary on the show he taught us all about the importance of sales and how to improve your sales technique with new and existing clients. In a second of this series, our Sales expert Gary Loewensohn will be sharing with us Top Tips to improve Lead Generation and a small business. And loads of them are FREE! Welcome back to the show Gary and thanks for coming back on the show to share more of your insight into small business sales techniques and lead generation. Topics we’ll be covering: Lead generation success factors Key point is that in my own experience and what I see across my consulting peers is that there is no one technique that is a winning technique. So this means we all need a blended approach to lead generation utilising all means available to us. Email, cold calls, referrals, Inmail on LinkedIn & LinkedIn referrals Facebook, etc,. Its an industry proven fact that getting through to your prospect in a B2B engagement can take as many as 12-14 touch points for a senior exec in a larger business so persistence is key to success. I see business that say I called 3 or 4 times and gave up. This means that they only achieved 25-33% of the activity required to connect with a possible lead. For a smaller business I think 5-6 touch points is more realistic to connect with an owner or MD. Of course, you need to mindful of not pestering someone so using your better judgement on when to stop based on the size of organisation and level of contact you are chasing. Messaging of communications needs to show a promise of value and be tailored to the customer you are approaching. Generic approaches of any type look exactly like that are swiftly dealt with. You and I do it every day. So, you need to be personalised in the approach and have engagement. Target contact/s. Who are you best approaching. Is it the ultimate decision maker or an influencer or perhaps both independently? Careful consideration on this one as the approaches may be very different but cannot undermine one another.   Sales Strategies using these outbound techniques to drive results Email - Email addresses can mostly be found be found using browser plugins for chrome like Lusha for LinkedIn , Hunter for websites etc, simply asking switch for email address or just guessing the extension. LinkedIn - Inmail can only be used on paid version of LinkedIn but is essentially an email to a person through the LinkedIn platform. Phone - So many are afraid of it but still a favourite when used in a blended approach. If you are following up on email or Inmail it makes the call a lot warmer than a cold call. scripting of content (The most important component of all) Promise of value and customised to the target Research the customer through web / LinkedIn / FB/ other contacts Ensure your content and approach aligns with the value the customer would want to see from the product or service you are offering. Don't just pitch your product. Think about the emails / calls you get and which ones engage you and keep you reading or listening. Ask people you know to give feedback on how they see your approach. Indecision, procrastination and overthinking things are such inhibitors to lead generation. You just need to get started. And yes you will need revisit and re-shape your approaches as you go but the key is to make a start. And as always…. Don’t forget to Keep your reps happy! To find out more go to their website: http://www.yoursalesmanager.net.au Free plugins Lusha – finding contact detrails up to 5 people per month Hunter – emails on the website found Hobspot – great CRM program Yesware – tracks emails sent

The Total Tutor Neil Haley will interview Sharknado's Masiela Lusha. Sharknado 5: Global Swarming – On August 6th Make America Bait Again!  From London to Rio, Tokyo, Rome, Amsterdam and beyond, our globetrotting heroes will seek assistance from a highly-skilled squad of royals, scholars and Olympians, enlisting famous faces from news, entertainment, and sports in their most epic battle yet. About Masiela Lusha: European-born actress/writer Masiela Lusha portrayed "Carmen Lopez" for five seasons as George Lopez's rebellious and passionate daughter on the syndicated ABC series, George Lopez. She was born on October 23, 1985 to parents Max and Daniela. Raised in Tirana, Albania; Budapest, Hungary; and Vienna, Austria, Masiela settled in Michigan at the age of seven; English is her fourth language. Masiela's acting talents span well into films, voice-overs, print work with Ben Affleck and, of course, television. Her films include Sony Picture's Blood: The Last Vampire, Sharknado 4: The 4th Awakens and now Sharknado 5: Global Swarming. Masiela has been named "The Youngest Author in the World" to publish a book in two languages. She designed the cover herself at the age of twelve, and was also named as one of "The Best Top Ten Talented Poets for North America", for her first book "Inner Thoughts." She views writing as an expression of herself where she can "reach into humanity", and her second book is a book of poetry, "Drinking the Moon".        

Masiela is not only an actress, but she is also an author and a great cook as well. A new book titled The Living Air  that touches on the topics of talk love, marriage, family and finding your true self. It is already available on Amazon,  Masiela Lusha’s poems are missives from inner space—heartfelt, evocative lyrics of immediate presence. “A poet is a lonely collector,” Lusha writes, inviting readers to walk with her “Where the streets are thin / And the world is tight around me.” The Living Air is alive with “alphabets of experience” that celebrate the journey of our lonely (and necessary) collecting.  She is best known from her first major role as Carmen Consuela Lopez on the ABC’s globally syndicated sitcom George Lopez; a role which earned her two consecutive Young Artist Awards for Leading Young Actress in a Comedy or Drama. She immigrated to America with her mother at a young age. English is Lusha's fourth language and at the tender age of twelve, Lusha began a modeling career in Michigan. After a few months of professional modeling and acting, a Hollywood agent discovered her from an open call. From there, she and her family moved to Los Angeles. Upon moving to LA, she did print work with Ben Affleck, was featured in a multi-national back-to-school JCPenny commercial, and starred in Alanis Morissette's music video, “Hands Clean.” Lusha’s transition into film include starring roles in Sony Picture's Blood: The Last Vampire and SyFy's television movie Sharknado: The 4th Awakens. Other projects include Anger Management (2014), Law & Order: Criminal Intent (2006), Clifford Puppy Days (2003) Lizzie McGuire (2001)  

Masiela Lusha is an Albanian-American actress, author, producer and humanitarian.  Watch the Full Episode for FREE only at: https://londonreal.tv/masiela-lusha-my-life-as-a-refugee/  Chapters: 00:00 Trailer 01:42 Brian’s thoughts on the episode. 04:33 Brian’s introduction. 05:37 Dramatic escape from Albania aged three. 12:37 So sad humanity has to be inter-linked by policies, why can’t we just love? 15:38 The current climate in America regarding refugees. 18:48 Masiela’s writing published from age of 12. 20:50 Talent scouted and a move to LA at an early age. 25:44 The George Lopez show from 14 years old. 28:47 What it is like to be an actress in LA. 29:54 Filming Sharknado. 33:48 Masiela’s character in George Lopez. 35:21 Acting is work, it’s not a lifestyle. 38:23 The pitfall for the child actor. 41:12 Networking is one of Masiela’s struggles in life. 45:52 A poet, an author, a fashion designer, what drives Masiela? 53:12 Taking inspiration from Mother Teresa. 58:27 Ambassador for Prince Harry’s charity Sentebale 1:03:03 Frustrated to miss the Academy awards in LA. 1:07:30 Masiela feels she still has so much to contribute in life. 1:08:34 What it is like to be a woman in LA. 1:13:10 Success secrets. 1:14:03 Her love for watching films and reading books. 1:14:38 Why she considers her Mom a successful person. 1:15:12 Why she no longer looks at everything at face value. 1:17:22 Masiela’s view on failure. 1:18:09 Darkest and best moments of her life. 1:18:35 What keeps her awake at night. 1:19:16 How she leads people. 1:22:48 The changing face of Holywood. 1:24:03 Where the name of Masiela comes from. 1:24:42 Phone call to the 20 year old Masiela. 1:25:11 Best advice ever received. 1:27:50 Advice to the 20 year watching who wants to be like Masiela. 1:29:05 Brian’s summing up. FULL SHOW NOTES: https://londonreal.tv/masiela-lusha-my-life-as-a-refugee/ 

Masiela Lusha is an Albanian-American actress, author, producer and humanitarian.  Watch the Full Episode for FREE only at: https://londonreal.tv/masiela-lusha-my-life-as-a-refugee/

Natalie and Wayne share some networking tips. Actress and author Masiela Lusha ("Sharknado 4", "George Lopez") talks about battling sharks and baking crumble pie. Featuring Music – The Boobe Sisters

Gnarls Barkley-Crazy (Lusha&Talano extended remix) by Alexey Talano

Whitney Houston - I Wanna Dance With Somebody (Lusha & Talano remix) by Alexey Talano

Who Da Funk - Shiny Disco Balls (Lusha&Talano remix) by Alexey Talano

Lusha Huang’s master’s thesis, It’s Chinese to me: Luck and Cultural Empathy, explores the disconnect between Chinese an American culture. As a Chinese student in an international design department, Lusha enthusiastically took on the role of messenger—eager to share her country’s tradition and philosophy with others. Her over-arching goal is to build a cultural bridge, fostering understanding between Americans and Chinese. Central to her thesis is the theme of luck, which dates back to ancient China and has always been extremely important to Chinese culture. The thesis project is the capstone of the MFA in Products of Design program at the School of Visual Arts (SVA) in New York City. Learn more about the program at http://www.productsofdesign.sva.edu.

➡️ Like The Podcast? Leave A Rating: https://ratethispodcast.com/successstory  In this "Lessons" episode, Yoni Tserruya, CEO of Lusha, delves into the concept of product-led growth and its transformative impact on B2B companies. He shares valuable insights on how self-service options can enhance customer acquisition and brand visibility while streamlining sales processes.Understanding Product-Led Growth: Yoni explains the essence of product-led growth, emphasizing its significance in the B2B sector. He recounts Lusha's journey in adopting this strategy, which prioritizes allowing users to explore the product before engaging with sales teams.Maximizing Customer Engagement: Yoni highlights the benefits of self-service options, revealing how they cater to modern consumer preferences. He stresses that today's customers often prefer trying a product themselves before interacting with a sales representative, leading to improved user experiences and faster conversions.Building Brand Awareness Through Product Value: Yoni discusses how the quality of Lusha's data and the simplicity of their sales approach differentiate them in a competitive landscape. He shares how providing users with easy access to their product fosters organic growth and enhances brand recognition.➡️ Show Linkshttps://successstorypodcast.com  YouTube: https://youtu.be/2zwEW0OE1yQ Apple: https://podcasts.apple.com/us/podcast/yoni-tserruya-ceo-of-lusha-how-to-build-the-best/id1484783544?i=1000524807454                        Spotify: https://open.spotify.com/episode/2c3lX4RTaCfBQREray6ijG?si=af37c4c035874970 ➡️ Watch the Podcast On Youtubehttps://www.youtube.com/c/scottdclaryAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy