Podcasts about outbound prospecting

Julian Teixeira is the Chief Revenue Officer at 1Password, where he has grown B2B revenue over 8x and scaled a team of more than 450 in go-to-market. 1Password set the record for the largest raise in Canadian history at the start of 2022 and has raised nearly $1B in capital throughout his time with the company. Prior to 1Password, Julian served as the head of global sales at Lightspeed Commerce, a company he helped scale from startup to IPO and through over 10 acquisitions throughout his decade-long tenure.  In Today's Episode We Discuss: 04:27 Sales Lessons from Scaling to $1BN in ARR 05:20 How to Create and Master a Sales Playbook 07:53 Lessons on First Sales Hires 09:41 Setting Goals and Targets for Sales Teams 13:22 The Reality of Tech Sales Today 16:19 Evaluating and Managing Sales Reps 19:07 Outbound Prospecting and Pipeline Generation 22:22 Hunter vs. Farmer Sales Models 24:15 Compensation and Specialization in Sales Teams 28:56 Outbound vs Inbound Sales 32:47 Pipeline and Deal Reviews 37:37 Sales Tech Stack and Tools 38:40 Maintaining Sales Morale 44:55 Are Remote Sales Teams Less Effective 46:44 Final Thoughts and Advice This episode is brought to you by Capchase, helping SaaS companies grow without dilution. Learn more at capchase.com/20vc  

⁠⁠⁠

Summary In this episode, Luigi and the Growth Forum discuss the changing landscape of outbound prospecting and its impact on brand perception. They emphasize the importance of effective outreach, the role of AI in sales, and the necessity of a mindset shift from selling to helping. The discussion highlights that successful prospecting requires genuine effort, research, and personalization to avoid damaging one's brand while achieving sales goals. Takeaways Outbound prospecting is evolving and must adapt for success. Effective outreach requires research and personalization. AI tools can assist but cannot replace genuine effort. Sales professionals must shift from selling to helping. Understanding the buyer's needs is crucial for effective outreach. Generic messaging can harm your brand's reputation. Smaller, targeted lists yield better results than mass outreach. Sales is akin to detective work; curiosity is key. Providing value in outreach builds trust and engagement. Doing the work is essential to avoid damaging your brand. Sound Bites "The old way of doing outbound is dead." "Sales is like being a detective." "Do the work to drive results in 2025."

Welcome to Loan Officer Leadership, your #1 podcast for Loan Officers who are looking for structure and success. In this episode, your host, Steve Kyles and Sarah Cox discuss innovative strategies to help realtors and loan officers ramp up their business while providing immense value to their agent partners. Discover the concept of the "Partner Power Hour," a collaborative initiative designed to encourage agents to make outbound calls together, share leads and support each other in their prospecting efforts. Learn how Sarah and her team implemented this strategy, resulting in impressive lead conversions and renewed motivation among agents. Key topics covered in this episode include: The importance of building a supportive network Strategies for capturing leads in a challenging market The role of accountability in outbound prospecting How to leverage existing relationships for greater success Tune in to learn how to transform your approach to prospecting and foster deeper connections with your partners! Schedule a 15-minute consultation to discuss your challenges and strategies for success at ResultswithSteve.com Don't forget to subscribe to the Loan Officer Leadership Podcast so you'll never miss an episode!

Welcome to Loan Officer Leadership, your #1 podcast for Loan Officers who are looking for structure and success. In this episode, your host, Steve Kyles and Sarah Cox discuss innovative strategies to help realtors and loan officers ramp up their business while providing immense value to their agent partners. Discover the concept of the "Partner Power Hour," a collaborative initiative designed to encourage agents to make outbound calls together, share leads and support each other in their prospecting efforts. Learn how Sarah and her team implemented this strategy, resulting in impressive lead conversions and renewed motivation among agents. Key topics covered in this episode include: The importance of building a supportive network Strategies for capturing leads in a challenging market The role of accountability in outbound prospecting How to leverage existing relationships for greater success Tune in to learn how to transform your approach to prospecting and foster deeper connections with your partners! Schedule a 15-minute consultation to discuss your challenges and strategies for success at ResultswithSteve.com Don't forget to subscribe to the Loan Officer Leadership Podcast so you'll never miss an episode!

Outbound is harder than ever with the rise of automation and AI tools. But people like Michel Lieben and the ColdIQ team have been at the forefront of a new emerging strategy - Content-Led Outbound. He'll be sharing their top 3 content-led strategies for booking warm leads – without blasting your market with automation tools. You'll walk away knowing how to identify relevant website visitors, book meetings with your company followers/profile viewers, and MUCH more! You'll Learn:What's content-led outboundThe top 3 strategies you can use to book warm leadsReal playbooks and tools to use for each strategyThe Speakers: Jed Mahrle and Michel LiebenIf 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: Aligned, Zoominfo, NooksLooking to up your sales skills?Sales Training for YOU: Use code SELLBETTER to save $200 off your yearly membershipSales Training for your TEAM

Discover the unexpected family connection behind the email marketing expertise. Dive into Sujan Patel's journey to success and how he and his cousin are taking the entrepreneurial world by storm. Don't miss this surprising revelation! Want to enhance your cold email strategies and increase engagement? I've got the solution to help you achieve just that. Let's dive deep into optimizing your email game for maximum impact. Get ready to level up your email engagement like never before! Outbound Prospecting Best Practices Outbound prospecting requires adaptability and creativity to navigate changing email deliverability landscapes. Sales reps should focus on reply rates and personalization to increase engagement with prospects. Employing omni-channel strategies and continuous testing and iteration are crucial for successful outbound prospecting efforts in today's fast-paced sales environment. This is Sujan Patel's story: Sujan Patel's journey into the world of modern cold email strategies is a testament to his fearless approach to life. From breaking bones in high school to skydiving and even jumping out of a crashing plane, Sujan embodies the spirit of perseverance and fearlessness. His introduction to the power of effective cold email strategies came through his extensive experience as an entrepreneur and his role at Mailshake. With over 20 years of experience in marketing, working with numerous SaaS, e-commerce, and tech companies, Sujan recognized the need for a different approach to reaching potential clients. This realization led him to delve into the world of cold email strategies, leveraging his expertise to navigate the evolving landscape of email engagement. Sujan's unique journey not only showcases his adventurous spirit but also serves as an inspiring backdrop to his mastery of modern email engagement techniques. I think I would urge people to just start A/B testing more of their subject lines. And one, at the very least, what it does is it gives you more unique emails, again, counts for less. It's more personalization, effectively. - Sujan Patel My special guest is Sujan Patel Sujan Patel, the co-founder of Mailshake, joins me in this episode. With over nine years of experience, Mailshake has engaged with 60,000+ users and sent hundreds of millions of emails. Sujan's expertise in sales, productivity, and sales messaging makes him a domain thought leader. Apart from being an entrepreneur for the last 20 years, he has worked with various SaaS, e-commerce, and tech companies. Sujan's insights and data-driven strategies promise to enhance your cold email game. So, get ready to dive into optimizing your cold email strategies with us. In this episode, you will be able to: Mastering Cold Email Strategies: Unlock the secrets to captivating cold email content and skyrocket your response rates. Harnessing AI for Personalized Email: Discover how AI is revolutionizing email personalization and boosting engagement with your prospects. Outbound Prospecting Best Practices: Learn the top tactics for finding and connecting with high-quality leads to supercharge your sales pipeline. Elevating Email Deliverability: Uncover the key strategies to ensure your emails reach the right inbox and avoid the dreaded spam folder. Embracing Omnichannel Sales: Explore the power of omnichannel approaches to connect with prospects across multiple touchpoints and drive conversions.   The key moments in this episode are: 00:00:00 - The Impact of Email Providers on Outbound Prospecting 00:00:47 - Introduction to Mailshake and Sujan Patel's Background 00:03:32 - Thrill-Seeking Side of Sujan Patel 00:09:48 - Challenges in Outbound Prospecting 00:13:16 - Important Strategies for Email Engagement 00:14:10 - Importance of Email Deliverability 00:17:42 - Maximizing Email Volume 00:20:37 - Ideal Email Length 00:25:01 - Personalization Strategies 00:28:27 - Best Time to Schedule Calls 00:28:43 - The Importance of Personalization in Email Outreach 00:30:05 - Subject Line Length and Performance 00:34:08 - Tracking and Permission-based Emails 00:38:58 - Continuous Optimization and Testing 00:41:37 - Outbound Cadence and Touch Points 00:43:13 - Multi-channel Omni Channel Touch Points 00:44:07 - LinkedIn Engagement Strategy 00:45:37 - Power of LinkedIn Follow Button 00:49:59 - Flypos AI and FlyEngage AI Timestamped summary of this episode: 00:00:00 - The Impact of Email Providers on Outbound Prospecting Sujan Patel discusses how major email providers have cracked down on spam, leading to email throttling and the need for lower volume per email address. He emphasizes the importance of unique copy and the necessity of personalization in emails to increase deliverability. 00:00:47 - Introduction to Mailshake and Sujan Patel's Background Mario Martinez Jr. introduces Sujan Patel as the co-founder of Mailshake and a domain thought leader in sales and productivity. Sujan shares his entrepreneurial journey and experience in sales and B2B go-to-market strategies. 00:03:32 - Thrill-Seeking Side of Sujan Patel Sujan Patel reveals his passion for thrill-seeking activities and shares a harrowing experience of jumping out of a crashing plane during a skydiving trip. His fearlessness and resilience tie into his entrepreneurial mindset. 00:09:48 - Challenges in Outbound Prospecting Sujan Patel addresses the current challenges in outbound prospecting, highlighting the low response rates for emails and the difficulty in reaching buyers, especially with the majority working from home. He emphasizes the need for adjusting email strategies to adapt to these changes. 00:13:16 - Important Strategies for Email Engagement Sujan Patel provides key strategies for improving email engagement, including the importance of personalization, unique copy, and minimizing links and tracking in emails. He emphasizes the need for emails to be tailored to 00:14:10 - Importance of Email Deliverability Sujan emphasizes the significance of the percentage open rate and optimizing against replies rather than clicks. He also mentions the importance of omnichannel outreach for sales effectiveness. 00:17:42 - Maximizing Email Volume Sujan discusses the optimal number of emails to send per day and the use of multiple email addresses and domain names to increase email volume while maintaining deliverability. 00:20:37 - Ideal Email Length Sujan recommends keeping outbound campaign emails between 50 to 75 words for optimal performance. He underscores the importance of brevity for higher engagement and shares his approach to using AI to streamline email content. 00:25:01 - Personalization Strategies Sujan delves into the significance of personalization beyond just using the recipient's name, highlighting the inclusion of job titles and industry-specific pain points. He also emphasizes the need for clear call-to-action and direct communication. 00:28:27 - Best Time to Schedule Calls Sujan shares his insight on the best time to schedule calls and the impact of the day of the week on email response rates. He provides practical tips for effective scheduling to maximize response rates. 00:28:43 - The Importance of Personalization in Email Outreach Sujan emphasizes the need for personalization in email outreach, urging the customization of emails for different segments of people. He stresses the importance of identifying pain points and addressing them in the emails to resonate with the recipients. 00:30:05 - Subject Line Length and Performance Sujan discusses the performance of subject lines, highlighting the shift from one to three word subject lines to longer ones in email marketing. He advises testing different subject line lengths and formats to find what resonates best with the audience. 00:34:08 - Tracking and Permission-based Emails The conversation delves into the issue of tracking and permission-based emails. Sujan expresses his frustration with the overuse of permission-based emails and emphasizes the importance of providing value to recipients. He suggests avoiding links in the first email and only introducing them in subsequent follow-ups after establishing initial engagement. 00:38:58 - Continuous Optimization and Testing Sujan advocates for continuous optimization and A/B testing from the start of an email campaign. He stresses the need for rapid testing and tweaking, making small iterations based on the performance of each batch of emails. Additionally, he discusses the impact of leveraging omni-channel approaches to increase engagement. 00:41:37 - Outbound Cadence and Touch Points The conversation explores the optimal length of an outbound cadence, with Sujan recommending a 45 to 60 day range. He emphasizes the 00:43:13 - Multi-channel Omni Channel Touch Points Sujan and Mario discuss the use of at least four different mediums to achieve successful sequences or cadences, with more than ten touch points being effective. 00:44:07 - LinkedIn Engagement Strategy Sujan shares his strategy for engaging with prospects on LinkedIn, emphasizing the importance of being a thought leader and utilizing multiple touch points before sending a connection request. 00:45:37 - Power of LinkedIn Follow Button Mario highlights the power of the follow button on LinkedIn and the importance of warming up prospects before sending a connection request, as well as the use of AI for social media posts. 00:49:59 - Flyposts AI and FlyEngage AI Sujan and Mario discuss the benefits of using AI tools like Flyposts AI for creating native content and FlyEngage AI for writing comments on LinkedIn, emphasizing the need for contextual relevance in social selling. Mastering Cold Email Strategies Effective cold email strategies are crucial for engaging with prospects in today's competitive sales landscape. Personalization, brevity, and value-driven content are key elements in crafting successful cold emails. Testing and iterating on different elements such as subject lines, email length, and call-to-action are essential for optimizing email engagement. Harnessing AI for Personalized Email Utilizing AI technology can enhance the personalization and effectiveness of cold emails. AI tools can analyze data to personalize emails based on recipient preferences and behavior. Automated AI responses can help sales professionals save time and improve engagement with prospects by providing relevant and timely information. The resources mentioned in this episode are: Connect with Sujan Patel on LinkedIn to learn more about his expertise in outbound sales and email deliverability. Download Mailshake to optimize your outbound sales cadences and improve your email deliverability. Explore Flypost AI to create native content for LinkedIn and engage with your audience effectively. Check out FlyMSG to save time and increase productivity with a free text expander and personal writing assistant. Watch The Dark Knight, Sujan Patel's all-time favorite movie, for some action-packed entertainment.

In this conversation, Dan Sixsmith and(Chief Of Staff to) Datadog CRO Frank Perkins discuss the evolving landscape of sales, particularly in the tech industry. They explore the impact of COVID-19 on buyer behavior, the importance of emotional connections in sales, and the role of AI in enhancing sales processes. Frank shares insights from his career, including his experiences at Apple and Salesforce, and emphasizes the significance of personal branding for sellers. The discussion also touches on the challenges of measuring sales success and the importance of integrity and trust in sales relationships. Takeaways Sales today is influenced heavily by buyer behavior changes post-COVID. Emotional connection is crucial in the sales process. AI is set to revolutionize sales through opportunity scoring and prospecting. Sales leaders must adapt their methodologies to meet new buyer expectations. Personal branding is important for sellers to establish trust and credibility. The role of Chief of Staff in sales organizations is becoming increasingly vital. Understanding account intelligence can significantly improve sales strategies. Sales success is defined by the ability to create compelling events for buyers. Sales processes should be flexible and adaptable to changing market conditions. Integrity and trust are foundational to successful sales relationships. Chapters 00:00 Introduction and Current State of Sales 02:14 The Impact of COVID-19 on Sales and Buyer Behavior 03:40 The Changing Landscape of Sales and Buyer Behavior 08:31 The Role of Sales Leaders and Process 11:51 Building a Strong Sales Process and Methodology 18:55 The Importance of Account Intelligence 24:00 The Potential of AI in Sales 26:21 AI in Opportunity Scoring, Outbound Prospecting, and Account Intelligence 31:48 Creating a Compelling Event: Driving Action in Sales 35:08 Addressing Customer Pain Points 36:39 The Importance of Urgency and Commitment 37:33 Finding Legitimate Pain and Solutions 39:11 Prioritizing Pain over the Deal 40:49 The Role of Emotional Connection and Passion 50:34 The Power of Thoughtfulness in Sales 59:25 Building Trust and Integrity 01:05:15 Defining Success: Strong Connections and Trusted Guidance 01:07:08 lifestyle-outro-low.wav

Inboxes are overflowing, open and response rates are half of what they were just a few years ago, and AI tools are creating more and more email output.So naturally, buyers aren't responding like they used to.As a result, Adam Robinson believes we're making outbound 10X harder than it needs to be. But he has the strategies to simplify it.He shared how he has built an outbound machine that cuts through all the clutter and gets your prospects' attention.You'll Learn:What kind of emails perform better, yet only 7% of outreach currently uses themHow to create better messaging that survives a low-engagement environmentWays you can use what you learned in email outreach to formulate better cold call frameworksThe Speakers: James Buckley and Adam RobinsonIf 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: Zoominfo, Vidyard and RB2BLooking to up your sales skills?Sales Training for YOU: Use code SELLBETTER to save $200 off your yearly membershipSales Training for your TEAM

Market like you mean it. Now go sell something.   Name your price for the Make Every Sale Program here: https://saleswhisperer.gumroad.com/l/OiXZk   SUBSCRIBE to sell more, faster, at higher margins, with less stress, and more fun! https://www.youtube.com/@TheSalesWhispererWes ----- Connect with me: Twitter -- https://twitter.com/saleswhisperer TikTok -- https://www.tiktok.com/@thesaleswhisperer Instagram -- http://instagram.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Facebook -- https://www.facebook.com/wes.sandiegocrm Facebook Page -- https://www.facebook.com/thesaleswhisperer Vimeo -- https://vimeo.com/thesaleswhisperer Podcast -- https://feeds.libsyn.com/44487/rss YouTube — https://www.youtube.com/@TheSalesWhispererWes Sales Book -- https://www.thesaleswhisperer.com/c/way-book   BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CopyByWes.com https://CRMQuiz.com https://TheBestSalesSecrets.com https://MakeEverySale.com https://www.TheSalesWhisperer.com/ https://www.thesaleswhisperer.com/c/ipa

In this conversation, Joe Ingram and I discuss our experiences in sales and the role of salespeople in today's world.    We touch on topics such as transitioning from engineering to sales, the importance of communication and problem-solving skills, the effectiveness of outbound prospecting and cold calling, and the use of AI in sales.   We also discuss the hype and flashiness often associated with sales gurus and the need for results-driven approaches. The conversation covers various topics related to sales and communication, including the use of AI in sales, the importance of human interaction and authenticity, the effectiveness of cold email outreach, and the value of fresh perspectives in business.   Joe Ingram shares insights and strategies for improving sales performance and customer engagement. He also provides a hidden button on his website that offers valuable resources for sales professionals.   00:00 Introduction and Background 07:36 Transition from Engineering to Sales 13:24 The Role of Salespeople 15:46 Effectiveness of Outbound Prospecting and Cold Calling 18:04 AI in Sales 23:20 Avoiding the Hype in Sales 30:05 The Role of AI in Sales and Communication 34:56 The Importance of Human Interaction and Authenticity in Sales 41:27 The Effectiveness of Cold Email Outreach 44:12 The Value of Fresh Perspectives in Business 46:08 Utilizing Social Media and Other Platforms for Customer Engagement 49:01 Building Relationships and Providing Value in Sales 53:09 Regularly Evaluating and Renegotiating Contracts with Vendors Market like you mean it.Now go sell something. Name your price for the Make Every Sale Program here: https://saleswhisperer.gumroad.com/l/OiXZk   SUBSCRIBE to sell more, faster, at higher margins, with less stress, and more fun! https://www.youtube.com/@TheSalesWhispererWes ----- Connect with me: Twitter -- https://twitter.com/saleswhisperer TikTok -- https://www.tiktok.com/@thesaleswhisperer Instagram -- http://instagram.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Facebook -- https://www.facebook.com/wes.sandiegocrm Facebook Page -- https://www.facebook.com/thesaleswhisperer Vimeo -- https://vimeo.com/thesaleswhisperer Podcast -- https://feeds.libsyn.com/44487/rss YouTube — https://www.youtube.com/@TheSalesWhispererWes Sales Book -- https://www.thesaleswhisperer.com/c/way-book   BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CopyByWes.com https://CRMQuiz.com https://TheBestSalesSecrets.com https://MakeEverySale.com https://www.TheSalesWhisperer.com/ https://www.thesaleswhisperer.com/c/ipa

Guest BioSteve Wallace is a seasoned sales professional and Chief Revenue Officer at Maverick App. With a background in insurance sales and a knack for outbound prospecting, Steve has honed his skills in building a book of business from scratch. Today, he focuses on training other sales agents and elevating their careers through effective business development strategies.Episode OverviewAre you ready to take your sales game to the next level? In our latest podcast episode, we sit down with Steve Wallace, a bootstrapped entrepreneur who has successfully built his business from scratch and climbed the ranks to become a Chief Revenue Officer.Steve shares his journey, the challenges he faced, and the tools and strategies that helped him succeed. From mastering outbound prospecting to leveraging free and inexpensive tools like Calendly and LinkedIn Sales Navigator, Steve's story is packed with actionable insights that you can apply to your own business.One of the key takeaways from this episode is the importance of reinvesting in your business. Steve consistently allocated 3-10% of his gross revenue towards business development, allowing him to gradually upgrade his tools and systems for better efficiency and productivity.Don't miss out on these valuable insights. Listen to the full episode now and discover how you can implement these strategies to grow your business.Episode Highlights:1. The Challenge of Churning:Steve explains the concept of churning in the insurance industry and why it's essential to avoid it. Learn how he navigated this challenge and built a new book of business from scratch.2. Becoming a Prospecting Monster:Discover how Steve became an expert in outbound prospecting and the importance of combining quality, consistency, and persistency to find clients.3. Leveraging Free and Inexpensive Tools:Steve shares his journey from using free tools like Calendly to investing in paid versions and other business development tools like LinkedIn Sales Navigator and Maverick App. Understand the importance of allocating a percentage of your revenue towards business development.4. Transition to Training:After achieving success in sales, Steve felt the entrepreneurial itch and transitioned to training other agents. Learn about his role as Chief Revenue Officer at Maverick App and how he helps elevate other sales professionals.Key Takeaways:1. Avoid Churning: Understand the pitfalls of churning and why building a new book of business is essential for long-term success.2. Invest in Tools: Utilize free and inexpensive tools initially, but be prepared to invest in more advanced tools as your business grows.3. Allocate Revenue for Growth: Dedicate 3-10% of your gross revenue towards business development to ensure continuous growth and improvement.4. Training and Mentorship: The value of training and mentoring others in your industry can lead to new opportunities and professional growthResourceshttps://maverickapp.io/Follow the Frugalpreneur:https://www.frugal.show/Sponsor Frugalpreneur:https://www.frugal.show/p/sponsor-the-show/Leave a Message for the Show

Outbound Prospecting System for Software Sales (SDR & AE)

There's always a manual element to sales.But implementing a few key frameworks in your routine can help the leads come in and the deals get closed more easily. Listen to Justin Johnson (476% of quota at Salesforce) and Tara Jackson (closed 30% of Q1 clients using referrals) to deep-dive into the top frameworks they use to win more deals with less manual headaches.You'll Learn:Top profile mistakes salespeople on LinkedIn makeHow to optimize the most important sections of your profileWhat prospects look for in your profileThe Speakers: James Buckley, Tara Jackson and Justin Jay JohnsonIf 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: Vidyard and ZoominfoWant to learn how to close $500k-1m deals? Check out our friend Ian Koniak's online training. Ian generated the 100M+ and was Salesforce's #1 Enterprise AE and he's sharing his exact system so you can do it too.

Chris Ritson is a perpetual student of outbound prospecting – and he's noted 7 major shifts that are impacting the way he thinks about outreach.Listen to his multi-channel, multi-pronged approach currently winning the day in outbound!Get the top scripts and frameworks Chris uses for a healthy pipeline that stays stacked with leads.You'll Learn:7 ways outbound has changed (and what to do about it)Chris' favorite cold email frameworksCold call scripts that still workThe Speakers: James Buckley and Chris RitsonIf 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 sponsor: Jiminny

In this episode of Tech Sales Insights, Randy Seidl engages in an insightful conversation with Sam Nelson, the founder of SDRLeader.com and Agoge Prospecting School. Discover the secrets of successful outbound prospecting, the importance of proper enablement, and the nuances of effective sequence strategies. Sam shares his journey from starting a mission-driven company to becoming a leader in SDR management and sheds light on the key elements that make outbound prospecting a game-changer for businesses.KEY TAKEAWAYSPrioritize Right Prospects: Effective outbound starts with aligning sequences to the right prospects, requiring clear prioritization and careful title targeting.Sequencing Efficiency: Sequences are a series of touchpoints (phone, email, LinkedIn) designed for efficient and personalized outreach, maximizing the impact of personalization efforts.Focus on Meetings Held: The primary goal is to schedule meetings between SDRs and account executives with the right decision-makers, ensuring valuable use of time and resources.Empower Account Executives: Once a meeting is set, pass the prospect to the account executive to ensure a smooth transition and avoid complications in the sales process.Feedback Loop: Establish a feedback loop between SDRs and AEs to address any issues in the handoff process and ensure effective collaboration for successful conversions.QUOTES“If you get fully attributable meetings with people, it's very valuable.”“The sequence really sets you up to get through to them on the phone and get that initial meeting set.”“Once you have got the meeting scheduled with the right person, that's a good time to pass it to the AE.”Find out more about Sam Nelson through the links below:LinkedIn: https://www.linkedin.com/in/realsamnelson/This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/

Will Aitken, sales king and meme lord, needs no introduction in our world. He's doing a one-time live workshop to break down some of the top tactics he teaches in his new B2B prospecting course.Learn how to convert more prospects with these effective prospecting sequences and cold messaging strategies and see better results in 2024.You'll Learn:How to stop selling from a place of desperationWays to reduce friction in your sequencesProven tactics for effective prospectingThe Speakers: James Buckley and Will AitkenIf you want to catch The Daily Sales Show live, join here:https://hubs.la/Q01yLCGf0Follow Sell Better to get the latest actionable tactics from sales pros at the top of their game:https://hubs.ly/Q01tLYNJ0Explore our YouTube Channel:https://hubs.la/Q01N39ks0

I'm thrilled to share some exciting insights from our latest podcast episode where I had the pleasure of hosting Thomas Ryan, the CEO and founder of Bigly Sales. We had an enlightening conversation about the transformative role of AI in sales and deal-making. Here's a quick rundown of what we discussed:AI: The Game-Changer in Business: Thomas believes that AI will revolutionize business more in the next five years than the internet has in the last 30. Imagine AI handling your emails, providing instant and accurate responses, or even replacing level one support for most companies by 2024!AI in Outbound Prospecting: We delved into the future of AI in voice calls, where AI can answer the phone and even clone voices. Despite some latency issues, this technology is expected to be available soon, potentially replacing customer service reps and appointment setters.The Dark Side of AI: We also touched on the potential misuse of AI, such as voice cloning for scams and misinformation. Thomas emphasized the importance of familiarizing ourselves with AI tools and being cautious of what we see and read.AI: The New Industrial Revolution: Thomas compared the impact of AI on the workforce and productivity to the industrial revolution. He believes that AI will lead to another renaissance for humanity, allowing us to work on more meaningful tasks and pursue our passions.AI in Sales and Scaling Businesses: We discussed how AI can revolutionize sales and scale businesses, automate and scale sales processes, and the importance of adhering to new rules and regulations regarding opt-ins and data privacy.I must admit, I'm both excited and nervous about the advancements in AI that Thomas and his team are working on. If you're as intrigued as I am and want to learn more, I encourage you to visit BiglySales.com. They have a live button that connects callers to a salesperson during business hours and an upcoming SDK for automation that promises to save time and money.I want to extend my heartfelt thanks to Thomas for sharing his insights on AI and its applications. If you found this conversation as enlightening as I did, feel free to reach out to Thomas and express your gratitude.And remember, if you're a professional in the deal-making community and would like to share your expertise on the show, please fill out a form on TheDealScout.com.Next Steps Share your thoughts with a review - https://www.thedealscout.com/reviews/ Let's connect on LinkedIn - https://www.linkedin.com/in/joshuabrucewilson/ Subscribe and Watch on YouTube - https://www.youtube.com/channel/UCBQN_Y3nhDGClfMxCSBDjOg

In this episode, host Colin Mitchell discusses the state of outbound sales with guest Ryan O'Hara, CEO and founder of Pitchfire. They talk about the challenges of prospecting in today's competitive market, with statistics showing that the average person gets prospected 780 times a year. They discuss the decreasing response rates to cold emails and calls, and the need for sales reps to be creative and personalized in their outreach. They also highlight the importance of using the phone as a less competitive channel for outbound sales.Follow the Host:Collin Mitchell (Partner, Leadium)Our Episode Guest:Ryan O'Hara (Founder and CEO, Pitchfire)Sponsored By:Leadium | The leader in outbound sales appointment setting*If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!

Mark Colgan is an entrepreneur and revenue leader responsible for increasing revenue across a small portfolio of companies where he leverages his 13 years experience of B2B Sales, Marketing and Recruitment. Mark currently splits his time as Co-founder of Speak On Podcasts, mentoring B2B Startups via GrowthMentor and ScaleWise, The Product Onboarders and coaching 100's of SDR's through his Outbound Prospecting course via The Sales Impact Academy. He's a Techstars 18′ Alumni and a regular speaker within the B2B SaaS industry, his work has been published by SaaStock, Mailshake, Pipedrive, LeadSift, Lemlist, SugarCRM and Baremetrics to name a few. Mark currently lives and works from Lisbon, is addicted to travelling and exploring new cultures and places. You'll often hear him saying “por que no?” (why not?) to anything that sounds fun or gets the heart racing like wingwalking, skydiving and paramotoring. Connect with Jon Dwoskin: Twitter: @jdwoskin Facebook: https://www.facebook.com/jonathan.dwoskin Instagram: https://www.instagram.com/thejondwoskinexperience/ Website: https://jondwoskin.com/LinkedIn: https://www.linkedin.com/in/jondwoskin/ Email: jon@jondwoskin.com Get Jon's Book: The Think Big Movement: Grow your business big. Very Big!   Connect with Mark Colgan: Website: www.speakonpodcasts.com LinkedIn: https://www.linkedin.com/in/markcolganmarketing

 - Unearth novel strategies for outbound prospecting and leadcultivation.- Craft relevant and value-oriented messaging for client interaction.- Comprehend the need for personal touches in your outboundprospecting endeavors.- Grasp effective cold call strategies and initiating conversations withconfidence.- Leverage LinkedIn to its utmost potential in aggressive outreach andsocial selling.  The key moments in this episode are:00:00:06 - Introduction,00:01:03 - The Importance of Outbound,00:03:33 - Channels of Outbound Prospecting,00:05:39 - Standing Out in Outbound,00:11:21 - Relevant and Value-Based Messaging,00:13:50 - Examples of Relevance and Value,00:15:41 - Importance of Creating Valuable Assets,00:17:50 - Taking Ownership and Leading with Value,00:20:48 - Follow-up Strategies for Unresponsive Prospects,00:25:46 - Sending Follow-up Emails and Hyper-Personalization,00:28:05 - The Importance of Cold Calling,00:30:22 - The Importance of Optimizing Phone Calls,00:31:31 - Natural and Effective Call Openers,00:35:17 - The Structure of Cold Calls,00:38:24 - The Role of LinkedIn in Outbound,00:39:53 - Making Time for Self-Work,00:44:58 - Thank you and farewell,00:45:11 - Good luck in Q4, 

In this episode of The Call Guys Podcast, Jacob Tuwiner, a sales development representative at ServiceBell, discusses his cold calling experiences and strategies. Jacob shares his insights on the importance of having a strong sales process. They also share the benefits of using tools like Connect and Sell for live conversations. He also provides tips on how to handle objections and navigate challenging sales calls. Throughout the episode, Jacob demonstrates his cold calling skills by making live calls and booking meetings with potential clients.Key Takeaways:Having a strong sales process is crucial for building a high-performing outbound sales team.Using tools like Connect and Sell can significantly increase the number of live conversations with prospects.Asking a prequalification question early in the call can help filter out prospects who are not a good fit.Being biased towards action and not getting too caught up in the research can lead to more productive cold calls.It's important to be adaptable and willing to pivot the conversation based on the prospect's responses.Quotes:"Teams that use Connect and Sell average five to ten times more live conversations every day with their prospects." - Kevin Hopp"The more time you put into your process, you will see it net out in your conversion rate." - Kevin Hopp"If they say no and you do absolutely no work with folks who don't use HubSpot, then throw it in there." - Ronen Pessar"I'm a cold call trainer. I take teams and transform them into cold call ninjas." - Ronen PessarConnect and learn more about Jacob through this link:LinkedIn: https://www.linkedin.com/in/jacob-tuwiner/ Connect with The Call Guys:Kevin Hopp: https://www.linkedin.com/in/khopp/Ronen Pessar: https://www.linkedin.com/in/rpessar/ More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell!  https://connectandsell.com/ Hone the craft of outbound sales at Cold Calling 101:

Crono is the first Prospecting Management Tool built that uses the power of AI to help Sales Team to achieve their goal Crono is a game-changing sales engagement platform that combines AI technology, multichannel outreach capabilities, and streamlined pipeline management to supercharge sales teams. By leveraging data and AI algorithms, Crono helps identify the most promising prospects and the most effective communication channels, maximizing conversion rates and driving revenue growth. Connect with Lorenzo

In this episode of The Call Guys Podcast, co-hosted by Kevin Hopp and Ronen Pessar are joined by Jacob Tuwiner, a sales development representative at ServiceBell, to discuss the art of cold calling and share their experiences and strategies for successful sales development. They emphasize the importance of tonality, friendliness, and confidence in cold calling. Jacob shares his approach to cold calling sales leaders and highlights the importance of having a good list. The hosts also discuss the different types of objections and how to handle them effectively. They provide insights into the mindset and techniques of successful cold callers.KEY TAKEAWAYS:Confidence and tonality are key factors in successful cold calling.Having a good list is crucial for effective cold calling.Brush-off objections should be addressed differently from real business objections.Having fun with cold calls and maintaining a positive attitude can lead to better results.HIGHLIGHT QUOTES"Your list is your strategy." - Jacob Tuwiner"Most communication is vocal, meaning tonality, not verbal." - Jacob Tuwiner"The number one limiting factor of cold call success is you and your mind." - Jacob Tuwiner"Brush-off objections are objections to the fact that you called, not what you said." - Ronen Pessar"Confidence comes from being in a good headspace and having fun with the calls." - Jacob Tuwiner Connect and learn more about Jacob through this link:LinkedIn: https://www.linkedin.com/in/jacob-tuwiner/Connect with The Call Guys:Kevin Hopp: https://www.linkedin.com/in/khopp/Ronen Pessar: https://www.linkedin.com/in/rpessar/More live conversations mean more? You know the answer. Connect to your prospects in one click and go outbound effortlessly with ConnectAndSell!  https://connectandsell.com/Hone the craft of outbound sales at Cold Calling 101:

Are you ready to harness the full potential of LinkedIn Sales Navigator to elevate your sales strategy? Our highly tactical and insightful live show is designed for sales professionals looking to amplify their success.Discover how to effectively use LinkedIn Sales Navigator for account mapping, lead searches, and in-depth research. We'll provide hands-on demos, best practices, and powerful strategies to help you fine-tune your approach and maximize results.Don't miss this opportunity to learn from the experts and transform your sales performance!You'll Learn:Optimize account mapping and prioritization with LinkedIn Sales NavigatorMaster targeted prospecting using lead searches and boolean stringsLeverage Sales Navigator for in-depth research and impactful talk-tracksThe Speakers: Caroline Maloney, Tom Alaimo and Nav NicholsonIf you want to catch The Daily Sales Show live, join here:https://hubs.la/Q01yLCGf0Follow Sell Better to get the latest actionable tactics from sales pros at the top of their game:https://hubs.ly/Q01tLYNJ0Explore our YouTube Channel:https://hubs.la/Q01N39ks0

Want more deals in your pipeline? Then you need an outbound prospecting strategy.If you don't have one - or want to seriously revamp what you use now - then you need to know the building blocks of a powerful process. You need to know how to find the right people to target, pick out the best channels to approach, and craft the most relevant messaging to get their attention.You'll learn how to do all of that and more in this Sell Better show.You'll Learn:How to craft unignorable subject lines designed to hook attentionWhy pattern-interrupts are so powerful and how to master themWhat NOT to say in your subject lines to avoid the dreaded trash canThe Speakers: Adrian Cea, Antoine Mardsen and Chris RitsonIf you want to catch The Daily Sales Show live, join here:https://hubs.la/Q01yLCGf0Follow Sell Better to get the latest actionable tactics from sales pros at the top of their game:https://hubs.ly/Q01tLYNJ0Explore our YouTube Channel:https://hubs.la/Q01N39ks0

Welcome to The Call Guys Podcast! Today, Gavin DeWitt joins Kevin again for live cold calls and a discussion on using LinkedIn to prospect and get lukewarm calls instead of cold calls. They also talk about the importance of networking because the best jobs get referred to you by YOUR network, so building great relationships should always be top of mind if you are a sales rep. HIGHLIGHT QUOTESUse your tech to make lukewarm calls instead of cold calls - Gavin: "My flow is I have all my people in cadence and when it pulls up, like say their name's next step, my Salesloft is linked to my Sales Nav, so I could post up the profile and I saw he posted like 5 hours ago, so that way it's not even a cold call, it's a lukewarm call."Your network is your net worth - Kevin: "There are not good jobs out there is what I'm trying to say. There are good relationships, there are good relationships to have. And guess what? Those relationships that you have with people and the networking that you do thoughtfully and consciously when you're not looking for a job is how you get a job."Find more about Gavin:LinkedIn: https://www.linkedin.com/in/gavin-dewitt/Phone: 417-840-3737Connect with The Call Guys:Kevin Hopp | Ronen PessarThe Call Guys is powered by ConnectAndSell.Hone the craft of outbound sales at Cold Calling 101.

Welcome to The Call Guys Podcast with Kevin Hopp and Ronen Pessar, a show that mixes live cold calls with informational and topic-driven discussions on sales development.Gavin DeWitt stands in for Ronen today as he calls HR leaders to help them create strategies to develop their people into impactful leaders. Kevin calls founders and also explains the 2 questions every single person has on a cold call: who are you and why are you calling me?HIGHLIGHT QUOTESAnswer your prospect's 2 questions upfront - Kevin: "It sounds silly but if you really focus on starting your calls and having this be the first thing you cover, understanding that when you give them these answers of who you are, my name's Kevin, I'm with The Call Guys, they're going to go, who? I don't know you, I didn't ask for this call. And then, why are you calling me? Dude, it's a sales call."Find more about Gavin:LinkedIn: https://www.linkedin.com/in/gavin-dewitt/Connect with The Call Guys:Kevin Hopp | Ronen PessarThe Call Guys is powered by ConnectAndSell.Hone the craft of outbound sales at Cold Calling 101.

In this episode of the Employee to Entrepreneur podcast I'm joined by Stu Lierich - an outbound prospecting specialist. We address the question of why entrepreneurs should do outbound prospecting, why you should play the long game and how to live a more integrated life as an entrepreneur.Stu is a wealth of knowledge when it comes to cold outreach. He breaks down his PEOPLE method for us in this episode that you can use in your cold email to get clients. He is a big believer in outbound prospecting and has strategies that really work.Stu hails from Australia and is currently writing his book - The Long Game and creating his course for cold email campaigns.He is most active on Twitter where you can find him creating content everyday.Stay tuned for more! New episodes of the Employee to Entrepreneur podcast drop every Saturday at 9pm EST.

Time is a sales rep's most valuable resource - and their most limited. And our best tool to use time wisely and productively - our sales calendar - is our most misused. But in Q2, you'll need a fully armed and operational calendar that preserves your time, allocates it appropriately, and keeps you on track toward hitting that number just 3 months away.We'll break down proven calendar management tips and why they work so well in this Sell Better show.You'll Learn:The systems top reps use to manage their calendars and how to adapt them for your useHow to use your calendar to make steady progress toward your sales goalsWhy building flexibility into your schedule is critical, and how to best do itToday's Speakers: James Buckley and Landon MeyerIf you want to catch The Daily Sales Show live, join here:https://hubs.la/Q01yLCGf0Follow Sell Better to get the latest actionable tactics from sales pros at the top of their game:https://hubs.ly/Q01tLYNJ0Explore our YouTube Channel:https://hubs.la/Q01N39ks0

If you want to prospect in 2023 - not 2022 - then you need to update your game. In this show, we'll explore the 3 key areas in outbound prospecting: social selling, cold emailing, and personal branding. You'll get practical, no-fluff tactics from senior sales pros that you can use right away and turn more first contacts into conversations and meetings.You'll Learn:Secret social selling tips to accelerate prospecting, from DMs and InMail to referralsUnique approaches to cold emailing that actually workWhat works best today for building your personal brandToday's Speakers: Caroline Maloney, Mattia Schaper and Thibaut SouyrisIf you want to catch The Daily Sales Show live, join here:https://hubs.la/Q01yLCGf0Follow Sell Better to get the latest actionable tactics from sales pros at the top of their game:https://hubs.ly/Q01tLYNJ0Become a member and never miss quota again:https://hubs.ly/Q01tLYRV0

On this episode of Natural Born Leaders, I discuss with Matt Shields about our approach to success, fulfillment, and purpose.This episode is a must:The truth about growing an agency businessSteps to take to grow any businessMatt shares his experience talking to Alex HormoziSerge Gatari discusses mimetic desires and the importance of creating our own path in lifeHow material possessions can impact personal fulfillment and happinessGrowing your business and the pursuit of success and fulfillment is a personal journey that looks different for everyone. I hope you find our insights and guidance on how to find your own path and achieve your goals meaningful and fulfilling.Find Serge Gatari Here: Natural Born Leader Community | Instagram | YouTube | Twitter | ClientAcquisition.io

Mark Colgan is an entrepreneur and revenue leader responsible for increasing revenue across a small portfolio of companies where he leverages his 13 years experience of B2B Sales, Marketing and Recruitment. Mark currently splits his time as Co-founder of Speak On Podcasts, mentoring B2B Startups via GrowthMentor and ScaleWise, The Product Onboarders and coaching 100's of SDR's through his Outbound Prospecting course via The Sales Impact Academy. He's a Techstars 18′ Alumni and a regular speaker within the B2B SaaS industry, his work has been published by SaaStock, Mailshake, Pipedrive, LeadSift, Lemlist, SugarCRM and Baremetrics to name a few. Mark currently lives and works from Lisbon, is addicted to travelling and exploring new cultures and places. You'll often hear him saying “por que no?” (why not?) to anything that sounds fun or gets the heart racing like wingwalking, skydiving and paramotoring. Connect with Jon Dwoskin: Twitter: @jdwoskin Facebook: https://www.facebook.com/jonathan.dwoskin Instagram: https://www.instagram.com/thejondwoskinexperience/ Website: https://jondwoskin.com/LinkedIn: https://www.linkedin.com/in/jondwoskin/ Email: jon@jondwoskin.com Get Jon's Book: The Think Big Movement: Grow your business big. Very Big!   Connect with Mark Colgan: Website: www.speakonpodcasts.com LinkedIn: https://www.linkedin.com/in/markcolganmarketing

Future-proof your sales skillset: https://softwaresalesguide.com/ YouTube: https://www.youtube.com/c/trentdressel LinkedIn: https://www.linkedin.com/in/trentdressel/ Leave a review if you enjoyed :)

Professional Sales Tips you'll learn today on The Sales Podcast... He wants to help people make more sales He gives a Gold and Platinum album for sales success He was selling for IBM and had the worst boss No training Killed online gambling in 2007 and he was making millions Failed with SMS (lost millions and went bankrupt)  Related episodes and posts Brandon Bornancin's first time on The Sales Podcast The CRM Quiz Had a massive quota at IBM He had bigger and bigger quotas piled on his desk He launched Seamless AI to help salespeople get great lists He gives these awards to anyone using his software Hit the gong in the app to document the sales and income you're generating He wants to generate $100 million in ARR He wants one million President's Club Winners Played in Canada before he was 21 Outbound is a lot more productive than inbound marketing More people need to think about it More sales are being extended More people need to talk to more people about buying Everything is setup to beat you down Outbound prospecting is a lot more productive than inbound marketing." Sales Growth Tools Mentioned In The Sales Podcast Get Seamless.ai for free and mention The Sales Podcast for $500 in free credits Visit

Patrick William Joyce is the Founder of Modern Virtual. Modern Virtual helps founders build outbound sales teams through training, coaching, recruiting, fractional management + operations. Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup

In this new episode, Thibaut shares 4 tips to get back to outbound prospecting when you got rusty. You can find the https://saleslabs.gumroad.com/l/uiyou (Prospecting Tracker), thehttps://www.saleslabs.io/sales-process-calculator/ ( Sales Process Calculator), and the https://www.saleslabs.io/4-steps-to-kick-start-your-prospecting-in-2022/ (blog post of early 2022). If you're interested in joining Skip & Thibaut's community, you can http://sellingadvantage.io/ (check it here).

Eric Quanstrom (CMO at Cience) is a leading expert on proactive outbound prospecting. On today's episode we talk about the business of lead generation outsourcing, in particular sales development. However, we approach it from a different angle. With the rise of specialized sales companies with highly developed expertise, such as Cience, Eric and I dig into whether sales really needs to be a core competency of a company that develops and sells a product or service. Or should a product company leave that to a sales company who are the experts? We also explore the many lessons that Cience has learned (from scaling to hundreds of SDRs) about how to more effectively hire, onboard and manage the sales development process. More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com Explore the Revenue.io Podcast Universe: Sales Enablement Podcast RevOps Podcast Selling with Purpose Podcast

"Be confident in the decisions that you're making with the information that you have at the time" - Mark Colgan.Mark Colgan is an entrepreneur and revenue leader responsible for increasing revenue across a small portfolio of companies where he leverages his 13 years experience of in B2B sales, marketing, and recruitment.Mark currently splits his time as co-founder of Speak On Podcasts, mentoring B2B startups via GrowthMentor and ScaleWise, the Product Onboarders, and coaching 100's of SDR's through his Outbound Prospecting course via The Sales Impact Academy.He's a Techstars 18' Alumni and a regular speaker within the B2B SaaS industry. His work has been published by SaaStock, Mailshake, Pipedrive, LeadSift, Lemlist, SugarCRM, and Baremetrics to name a few.Mark currently lives and works from Lisbon is addicted to traveling and exploring new cultures in places. You'll often hear him saying "por que no?" why not to anything that sounds fun or gets the heart racing like wingwalking, skydiving, and paramotoring.Please enjoy! Click here to subscribe to The Sell My Business Podcast to save time and effort. SELECTED LINKS FOR THIS EPISODESpeak On Podcasts websiteThe Deep Wealth ExperienceFREE Deep Wealth eBook on Why You Suck At Selling Your Business And What You Can Do About It (Today)Book Your FREE Deep Wealth Strategy Call Did you enjoy this episode of The Sell My Business Podcast? Please leave a review. Reviews help me reach new listeners, grow the show, and continue to create content that you'll enjoy.Please click here to leave a review on The Sell My Business Podcast. This podcast is brought to you by Deep Wealth. Your liquidity event is the most important financial transaction of your life. You have one chance to get it right, and you better make it count. But unfortunately, up to 90% of liquidity events fail. Think about all that time, money and effort wasted. Of the "successful" liquidity events, most business owners leave 50% to over 100% of their deal value in the buyer's pocket and don't even know it.Our founders said "no" to a 7-figure offer and "yes" to a 9-figure offer less than two years later. Don't become a statistic and make the fatal mistake of believing that the skills that built your business are the same ones for your liquidity event. After all, how can you master something you've never done before? Are you leaving millions on the table? Learn how the 90-day Deep Wealth Experience and our 9-step roadmap helps you capture the maximum value for your liquidity event.  Click here to book your free exploratory strategy session.Enjoy the interview!

Mark Colgan is an entrepreneur and revenue leader responsible for increasing revenue across a small portfolio of companies where he leverages his 13 years experience of B2B Sales, Marketing and Recruitment. Mark currently splits his time as Co-founder of Speak On Podcasts, mentoring B2B Startups via GrowthMentor and ScaleWise, The Product Onboarders and coaching 100's of SDR's through his Outbound Prospecting and Cold Email Bootcamp course via The Sales Impact Academy. He's a Techstars 18′ Alumni and a regular speaker within the B2B SaaS industry, his work has been published by SaaStock, Mailshake, Pipedrive, LeadSift, Lemlist, SugarCRM and Baremetrics to name a few. Mark currently lives and works from Lisbon, is addicted to travelling and exploring new cultures and places. You'll often hear him saying “por que no?” (why not?) to anything that sounds fun or gets the heart racing like wingwalking, skydiving and paramotoring.   Most passionate about We are building an agency, which is completely remote. And we're in the podcasting world. We help people secure interviews on relevant podcasts so they can get their brand message out there and build awareness about that. Mark's career and story I studied marketing at university, but as part of my degree, we had to work for one year in a company. I actually got a job in recruitment and I did so well in that year that I was invited back to the company once I graduated. I spent the first two to three years of my career in recruitment, working for some of the largest recruitment companies. I started to teach myself digital marketing because it was all very new back then. I managed to get a role in a separate company as the first digital marketing person. So, I got very good at implementing CRMs and marketing automation, as well as a lot of the technology and putting that all together. I realized, once I was traveling, that I didn't really want to go back to a nine-to-five job. I enjoyed the freedom. And I enjoyed the ability to be able to travel and work from wherever I wanted. So, I set up my own consultancy, focusing on HubSpot CRM and marketing automation, all of the things I love building together – building things and putting them together. I managed to be invited to work for a company as their chief revenue officer, which meant essentially that I was looking after marketing sales, customer success, and product. In this case, the product was the service. I did that for just over a year which brings us up to June 2020, when I left that company to start speaking on podcasts. This is the agency that I currently focus and spend most of my time on now. Best advice for entrepreneurs I'll split my answer into two parts, but it's pretty much the same answer: Focus on the customer. What I mean by that is to really understand who it is that you are going to be working with. What are their problems and their challenges, and can you build a solution to help them overcome some of those challenges and problems? The second part is to then think about distribution. What I mean by distribution is how you can get in front of as many of those ideal customers, whom you've defined, as possible. The biggest, most critical failure with customers My most critical failure would be not focusing on the client delivery part of the business. It's one thing to market and sell to people. It's another thing to actually deliver on the promise that was sold. I've been in situations where I wasn't focusing on that because it wasn't really supposed to be part of my job, but then I noticed that a lot of customers were becoming unhappy after they started working with the company I was working for. Biggest success with customers At the company that I was working for at the time, we provided data for customers to use in their own sales process, so their outbound sales process, but they had very poor messaging or...

If you want to drive consistent sales results you need sales playbooks. Relevant sales playbooks give your sales team the resources they need to move deals through the pipeline. Today we're going to talk about creating effective sales playbooks and how to add a marketing twist. Mark Colgan is an entrepreneur and revenue leader responsible for increasing revenue across a small portfolio of companies where he leverages his 13 years of experience in B2B Sales, Marketing, and Recruitment.Mark currently splits his time as Co-founder of Speak On Podcasts, mentoring B2B Startups via GrowthMentor and ScaleWise, The Product Onboarders, and coaching 100's of SDRs through his Outbound Prospecting course via The Sales Impact Academy.Mark currently lives and works from Lisbon, is addicted to traveling and exploring new cultures and places. You'll often hear him saying “Por qué no?” (why not?) to anything that sounds fun or gets the heart racing like wing walking, skydiving, and paramotoring. Today's episode is brought to you by Convergo, a team helping entrepreneurial companies develop and implement revenue growth plans. If you want to accelerate your growth while building processes that allow the growth to be sustainable, you'll want to meet the team at Convergo. Just go to www.convergo.co to learn how other entrepreneurial companies are growing faster.

There's an art to asking qualifying questions in a cold call that's significantly different than in discovery. Instead of rapid fire questioning that makes prospects uncomfortable (and hang up the phone), use Tidal's, Marc Mac's, approach of "leading the witness" to engage the buyer, ensure they're a fit, and get them excited about next steps in this week's episode of #FTFFridays.

Mark Colgan is an entrepreneur and revenue leader responsible for increasing revenue across a small portfolio of companies where he leverages his 13 years experience of B2B Sales, Marketing and Recruitment. Mark currently splits his time as Co-founder of Speak On Podcasts, mentoring B2B Startups via GrowthMentor and ScaleWise, The Product Onboarders and coaching 100s of SDRs through his Outbound Prospecting and Cold Email Bootcamp course via The Sales Impact Academy. He's a Techstars 18 Alumni and a regular speaker within the B2B SaaS industry, his work has been published by SaaStock, Mailshake, Pipedrive, LeadSift, Lemlist, SugarCRM and Baremetrics, to name a few. Mark currently lives and works from Lisbon, is addicted to travelling and exploring new cultures and places. You'll often hear him saying por que no? (why not?) to anything that sounds fun or gets the heart racing like wingwalking, skydiving and paramotoring. What you'll learn about in this episode: Why Mark attributes his career success to his unique ability to match the right people with each other, and why he focused on the podcast thought leadership niche What opportunities Mark identified that pushed him to create his Speak On Podcasts business, and why it is a perfect fit for his talents How the outbreak of the global pandemic allowed the podcasting industry to explode in popularity and become an even more powerful marketing channel Mark describes the step-by-step process he and his agency take clients through to position them as ideal podcast guests and connect them with right fit hosts Why offering value for the audience and providing a unique perspective is the key to creating engaging podcast thought leadership content What research and screening process Mark and his team follow to identify podcasts that are the best fit for their clients Why it is crucial when appearing on a podcast to focus on being helpful to the audience and to avoid being too salesy Why it takes time, dedication and a lot of practice to become a great podcast guest, and why developing your storytelling skill is key How to reach out to podcast hosts through email to stand out and position yourself as a great guest that could bring value to their audiences Why a podcast episode is great cornerstone content that can be sliced and diced into smaller cobblestone content for other platforms Resources: Website: https://speakonpodcasts.com/ Book a call with Mark and his team: https://speakonpodcasts.com/strategy LinkedIn: www.linkedin.com/in/markcolganmarketing/ LinkedIn: www.linkedin.com/company/speak-on-podcasts/ Twitter: @MarkOnPodcasts

The one thing that drives business also creates frustration. Today, we explore prospecting and the polar opposites of what happens in our prospects' heads... If you like this show, you'll LOVE The Sell Something Else Masterclass...Discover... The Three Things You Should Be Selling Instead Of Freight To Get More Clients That Value Your Worth - Increased GP - And Build Relationships That Last Decades... Not Months... ...And It's NOT Price, Service, "Value", Or Even Capacity https://ssemasterclass.com

In this episode, we will explore outbound prospecting. The previous episodes have really focused on content and driving inbound leads but in this episode, I will explore the outbound element of prospecting on LinkedIn®. I go through my O.U.T.O.U.N.D acronym to help you think about ways that you and your business can cut through all the noise and create an outreach strategy to get the best results from your efforts. What is this podcast about? LinkedIn Tips, LinkedIn Marketing Tips, LinkedIn Lead Generation, LinkedIn Podcast, Lead Gen Podcast, Social Selling Podcast, Get More Leads, Get More LinkedIn Leads, LinkedIn Marketing, LinkedIn Training, Online LinkedIn course, LinkedIn Keynote Speaker, Social Selling Strategy, Social Selling Expert, LinkedIn Expert. Connect with Sam: Connect with Sam on LinkedIn:  http://bit.ly/socialsellingsam Follow Sam on Instagram: http://instagram.com/samrathling Sam's Twitter: http://twitter.com/samrathling Subscribe to Sam's YouTube Channel: http://youtube.com/samrathling Become a Fan on Facebook: http://facebook.com/samrathling   Ways to Work with Sam: Buy Sam's Best-Selling Book ‘Linked Inbound': http://bit.ly/linkedinboundbook Online Course,  & Monthly Mentoring - Pipeline Academy: http://bit.ly/pipeline-academy About your host: Sam Rathling is a LinkedIn® Expert & Social Selling Strategist based out of Derby in the East Midlands. Sam and her team are on a mission to generate over £1billion in sales for their clients by 2025. Sam is Best Selling Author of "Linked Inbound'. An international Speaker, she is considered to be a global authority on building sales pipeline through LinkedIn®. Yahoo! Finance recently named her as a Top 10 Global LinkedIn® Expert to follow. Since Jan 2019, Sam and her team have helped companies to generate in excess of £100m in new business from this platform. An Award-Winning Entrepreneur, best known for her practical, no-nonsense, easy to implement training that transforms the sales pipeline of her clients. As the Chief Visionary Officer (CVO) & Founder of Linked Inbound & the Pipeline 44 Group, she leads an amazing team of LinkedIn® ninjas, who build sales pipelines for their amazing clients.

Grab you Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X'ing Their Revenue”  at https://www.scalerevenue.io/10xBrad Seaman is the CEO of MonsterConnect, a company that focuses on helping outbound sales reps be more productive. He also created a call center technology company.Brad loves the complexity of B2B business solutions and the convergence of AI in the space.The difference between inbound and outbound salesOutbound - it's a proactive outreach and you have to qualify the leads to make sure they can buy and that they are a good fit. Could be phone, email, linkedin outreach to pre identified targets.Inbound - people may be ready to buy but they aren't always a good fit.Ultimately, sales comes down to:QualityQuantitySpeedIf you don't have your brand established, inbound sales is a long game.If you are not getting the results you want, you probably aren't doing the work. Many times your revenue goes up when you are prospecting (whether you close the deals or not) and when you stop prospecting, your revenue goes down. Action creates results.Characteristics of Outbound Sales:It's a metric you can control.It's a proactive action you can take.Sales cycle is longer.More profitable sales.The sale is not as competitive.It's not an inbound vs. outbound scenario - you need to be doing all of the activities needed to get a sale.Brad believes that if you do the work and take the actions, you will get the results. A secret hack for outbound prospecting:If you read job posts, many times you can glean data that can tell you the direction they will be taking in the next few quarters.The best intent data is job postings. Brad says to read the job posting backwards and you can glean a ton of data.In looking at job descriptions, you can also identify which companies are pro outbound sales. You can also identify the pain points that company is having and may be looking for solutions for.As a sales person, they can be your best data source. They allow you to be a storm chaser instead of an insurance salesman.Most companies don't really understand why people buy from them in the B2B scenario.ZoomInfo is a good tool to develop a data set. Having a team dedicated to identifying targets and creating the data around those targets can be a great resource for sales reps.The best outbound process is one that you actually do.Resources:Brad Seaman on Monsteconnect.comBrad Seaman on LinkedInIf you need help scaling your sales, Ryan can help you. To apply to work with Ryan, go to scalerevenue.io/apply.

Mark Colgan is an entrepreneur and revenue leader responsible for increasing revenue across a small portfolio of companies where he leverages his 13 years of experience in B2B sales, marketing, and recruitment. Mark currently splits his time as Co-founder of Speak On Podcasts, mentoring B2B Startups via GrowthMentor and ScaleWise, The Product Onboarders, and coaching 100's of SDR's through his Outbound Prospecting course via The Sales Impact Academy. In this episode, Mark shares his insights around the best ways to create an omnichannel customer experience and how to boost growth with it. Insights he shares include: Unique challenges in selling a SaaS solutionDo you need to first need to identify your metrics or do you need to establish a sales process firstIs there a space for podcasts in the initial part of the sales processWhat should a business keep in mind when looking at potentially starting up a podcastMark's thoughts on what the objective behind creating a podcast should beHow to maximize the discoverability of podcastsThe best ways to build a strong relationship with a podcast guestWhy Mark takes issue with how most businesses go about qualifying leadsA counterintuitive take on establishing ROI for a podcastHow to discover your customers journey in order to be able to come alongside themHow to leverage content from non-competing industriesHow Mark understands and derives insights from customer journeysMark's approach to referral marketingThe best way to measure a great customer experienceand much much more...

Starting his first venture at the age of 20, Shaheem experienced incredible highs and crushing lows. Sales, presentation, and management are just a few of the skills he gained, which came from hard work, door to door, cold calling, and managing a team of thirty sales reps. After pursuing a few ventures in this realm, he gained a lot of knowledge about growing sales, building teams, and measuring success. Taking this knowledge, Shaheem Co-Founded FiveRings Marketing which aims to help SaaS companies grow their revenue by providing them meetings with decision-makers. You can learn more and connect with Shaheem Alam on the links below:LinkedIn - https://www.linkedin.com/in/shaheem-a-9258a518b/Website - https://fiveringsmarketing.com/Join the Sales Hustle Community! Text “Hustle” to 424-401-9300!If you're listening to the Sales Hustle podcast, please subscribe, share, and we're listening for your feedback. Also, if you are a sales professional looking to take your sales career to the next level, please visit us at https://salescast.co/ and set a time with Collin and co-founder Chris.Please make sure to rate and review the show on Apple.

EPISODE SUMMARYJason Bay, the Chief Prospecting Officer at Blissful Prospecting, delves deep into what it takes to be successful in outbound sales while discussing the best outbound prospecting tactics with Matt Wolach, the host of SaaS-Story in the Making Podcast.Jason elaborates on the REPLY framework for effective messaging that converts. Jason also touches on the role of technology in creating enablement and the exact things salespeople should optimize for. Jason caps it all off with the best metrics to track.PODCAST-AT-A-GLANCEPodcast: SaaS-Story in the MakingEpisode: The Best Outbound Prospecting TacticsHost: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor.Guest: Jason Bay, Chief Prospecting Officer at Blissful Prospecting.TOP TIPS FROM THIS EPISODELeverage TechnologyWalk the Prospect’s PathOptimize for ConversationEPISODE HIGHLIGHTSGet Your Prospects to REPLYVolume before SpecificsMove your Big Doors with Small HingesTOP QUOTESJason: [11:10] “When you don’t focus on understanding your prospect as a sales leader, you are robbing your salespeople of their resourcefulness.”[13:08] “Somewhere in your email, you need to talk about the result that your prospect cares about.”[19:09] “The mistake a lot of people make with their marketing is that they optimize for conversion instead of conversation.”LEARN MORETo learn more about Jason Bay and Blissful Prospecting, visit https://blissfulprospecting.com/ You can also find Jason Bay on LinkedIn at https://www.linkedin.com/in/Jasondbay/   For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/                                    As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt

This is an interview with Hrachya Ghazaryan from Leadarto and we are talking about "Outbound Prospecting And Sales On LinkedIn." To access the full interview visit: https://arthurkhoyetsyan.com/outbound-prospecting-and-sales-on-linkedin/

Mark Colgan is an entrepreneur and revenue leader responsible for increasing revenue across a small portfolio of companies where he leverages his 13 years experience of B2B Sales, Marketing and Recruitment. Mark currently splits his time as Co-founder of Speak On Podcasts, mentoring B2B Startups via GrowthMentor and ScaleWise, The Product Onboarders and coaching 100’s of SDR’s through his Outbound Prospecting course via The Sales Impact Academy.Connect with Billy and ChatFunnels!Billy on LinkedIn and Twitter.ChatFunnels on LinkedIn, Facebook, Twitter, and Instagram.Check out our blog to for some great research on conversational marketing and optimizing the sales funnel!

Mitch Pelroy is an Inside Sales Executive at BombBomb. In this episode, Mitch shares a TON of actionable tips on how he become a top BDR at BombBomb. He also discusses his journey leveling up the ranks from SDR, to a BDR, to now an AE. Connect with Mitch on LinkedIn here and BombBomb here.  Resources mentioned in the episode: Show Notes Page (https://blissfulprospecting.com/podcast) Here are three more ways to get help with your prospecting: REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach. For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn. For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

In today's episode of the Quota Crusher™ Podcast, Jason Bay will prove that, with effective techniques, you can turn sales objections into opportunities. Jason is the Chief Prospecting Officer at Blissful Prospecting.Handling objections can be challenging, but there are powerful strategies to overcome them. Learn about the two types of objections - (1) the ones you should warm welcome to the point that you embrace them so highly, that if you don't hear them in the sales process, you bring them up yourself and (2) Objections that are results of not following a good sales process. Learn the difference and uniqueness of your prospects. Just because they fit the profile on paper does not mean that they're psychographics. Connect with Us!Mary GrotheJason Bay

In this episode, Amanda Moriuchi will join us to speak about digital marketing strategies and how they shift your outbound sales prospecting game plan. Amanda is the CEO at AppIt Ventures, an award-winning custom technology and application development company, known for delivering high-quality software. The digital marketing strategy must be diversified. Marketing and sales alignment will happen when you're in the exact same tool, seeing the same exact information in a shared cadence. How does that work in co-relation with an outbound sales strategy and is there a better way to prospect without spamming? Are you getting the marketing mileage and results you want? Connect with House of Revenue™ Website | LinkedIn | Twitter | Instagram Connect with Mary Grothe LinkedIn | Twitter | Instagram

In this episode, Amanda Moriuchi will join us to speak about digital marketing strategies and how they shift your outbound sales prospecting game plan. Amanda is the CEO at AppIt Ventures, an award-winning custom technology and application development company, known for delivering high-quality software. The digital marketing strategy must be diversified. Marketing and sales alignment will happen when you're in the exact same tool, seeing the same exact information in a shared cadence. How does that work in co-relation with an outbound sales strategy and is there a better way to prospect without spamming? Are you getting the marketing mileage and results you want? Connect with House of Revenue™ Website | LinkedIn | Twitter | Instagram Connect with Mary Grothe LinkedIn | Twitter | Instagram

Bob Howard, founder and president of Contact Science, has built software that focuses on making prospecting for new business more efficient and effective – not to mention easy. It's automation that doesn't forget the human touch that is vital for successful sales. If you don't have outbound prospecting as part of your business development… Bob shares reasons why you might want to add it to your process. If you do but aren't finding much success, he shares ways to set more qualified appointments to build your business.  He stresses that his solution is not a typical CRM – and outbound prospecting is actually much more straightforward than you probably think. We take a deep dive into that, as well as…  Key metrics to watch out for to spot parts of your outbound prospecting process in need of improvement The first step if you're starting an outbound program from scratch, including where to get a list… if you don't have a list How your outbound prospecting approach changes based on the type of business you have The importance of messaging and how to use it to gain “mindshare” in three different channels And more

In this COVID climate, we are seeing people double down on their current customer base, budgets being cut, and a necessary fluid approach to operations as a whole is emerging.  Your sales teams need to be sharper than ever. Having access to scientifically mined data, customized to your needs is becoming table stakes. Having this kind of high-level data on hands turns into more efficient, higher producing, and less frustrated sales reps.  Ben Salzman and Kyle Williams from Dogpatch Advisors are doing a great job pushing the outbound data science forward.  With engineering mindsets and some impressive industry experience, Ben and Kyle have developed a modern sales framework that is shaping the future of prospecting. What we talked about: -Data science on a tangible level -What kind of data is going to benefit sales? -Hyper informed outbound sales efforts  For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.

On this Sales Gravy Podcast episode Jeb Blount (Virtual Selling) and Anthony Iannarino (Eat Their Lunch) get down and dirty about why salespeople need to adopt a phone first approach to outbound prospecting sequences. Three Reasons Salespeople Default to Email for Outbound Prospecting There is no tool in your sales arsenal that is more powerful than the phone. None. Yet sales professionals across the spectrum have abandoned the phone for spamming prospects with an endless stream of email. Fear of the Phone In many cases this destructive behavior has its origin in fear. These salespeople are afraid of rejection and therefore avoid talking to people. Email allows them to keep people at arms length. Ignorance of the Power of the Phone in Outbound Prospecting In other circumstances, it is a case of ignorance. Salespeople have been blasted with the false message that the "phone no longer works." They've been lead to believe that the only way to effectively prospect is by email. Therefore, they stuff outbound prospecting sequences with spammy emails rather than leading with the phone first. Leadership Failures Finally, there is the failure of leadership. From sales managers to marketing organizations, salespeople are not being taught how to do outbound prospecting by phone or held accountable for talking to people. Leaders, through their actions and inaction, encourage email first vs phone first outbound prospecting sequences. This results in thin pipelines and, in many cases, a negative impact to the company's brand. Phone First Outbound Prospecting Sequences The objective of outbound prospecting sequences is to improve the probability of engaging a prospect. For this reason, sequences deploy multiple communication channels and prospecting touches over set duration of time. The key to effective outbound prospecting is talking to people. So, for best results, front load your outbound prospecting sequences with phone touches. The phone is the easiest and fastest means of engaging in conversations with and setting appointments with high quality prospects. Therefore, to fill your pipeline faster, in less time, lead with a phone first approach on outbound prospecting sequences. We created a new FREE guide to help you build better prospecting sequences called Seven Steps to Building Effective Prospecting Sequences

In this episode, Alex spoke with the Director of Demand Generation - Fernando Nikolić. How do you build a HIGHLY effective outbound engine (at scale) - that feels personalised?

In today's episode, Chief Marketing Officer of BombBomb, Stephen Pacinelli, and I talk about proactive prospecting, standing out in a crowded space, and when to use a campaign vs personalized touch. Powered by ringDNA: the revenue acceleration platform that helps businesses scale growth through AI. Visit ringdna.com/andy for exclusive content. _ Formerly the Accelerate! Your Sales podcast with Andy Paul

How do you prospect during a global pandemic? Well, think about what's going on with your prospect. That's exactly what you should do in a pandemic, and it's exactly what you should do when we're not in a pandemic. Jason Bay, a prospecting expert, gives his advice about how to prospect and lead with empathy. It's not just a way to feel better about how you do business - it's much more effective, too. Want the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/interview-outbound-prospecting-in-a-crisis-with-jason-bay-of-blissful-prospecting---Get a daily sales insight sent straight to your inbox:Subscribe to the daily sales insights newsletter Don't miss a single episode:Subscribe on SpotitySubscribe on Apple Podcasts Like what you heard?Help us get the word out by leaving a rating and review on Apple Podcasts.

Mark (here on LinkedIn) talked at the DMSS 2019 and he is a professional outreacher. His presentation was called Building a lean, mean, lead generating machine with outbound prospecting. And he knows how to help others do it. He is the CRO at TaskDrive. We have his whole presentation here: Building a lean, mean, lead generating machine with outbound prospecting from Mark Colgan   Here is the transcript of the talk we had: Mark Colgan: HubSpot is the biggest advocate of inbound marketing, yet they spent over 60% of their budget in the first few years on outbound. Really, the answer is that inbound alone doesn't work, and you need to support it with outbound prospecting or outbound marketing. Intro: This is Time For Marketing. The marketing podcast that will tell you everything you've missed when you didn't attend the marketing conference. Peter: Hello, and welcome to the Time For Marketing podcast. The podcast that brings you marketing conference speakers from all around the world, and takes their presentations, smoosh it up into five minutes, and you have a small package of knowledge. My name is Peter, and I'll be your podcast host. If you would like to check out the previous episodes, timeformarketing.com, or you can also subscribe to our newsletter, and of course find all the links to the iTunes Google podcast, Stitcher, and every else places where you can listen, and review, and rate, and do all of the great things that you do with podcasts. Today with me is Mark Colgan. Mark is the chief revenue officer at TaskDrive. Mark, hello, and welcome to the podcast. Mark: Hey, Peter. Thank you very much for having me. I'm really looking forward to sharing the presentation. Peter: Thank you for being here. Mark, you are a chief revenue officer. What does that mean? Mark: Yes, that's a great question to start with. A chief revenue officer has a few different definitions, but in my understanding and interpretation, it's somebody who aligns the different departments within a business in order to achieve revenue. Those departments I look after at TaskDrive are marketing, sales, customer success, and product. I make sure there's no silos, and I make sure that our customer is first in terms of our priority. We do everything we can to increase the quality that the customer has with us, which helps us reduce churn, and also helps us increase new customers through the sales and marketing activities too. Peter: What is TaskDrive? What are you doing? Mark: Good question. TaskDrive is a service-based business. Our mission is to help b2b sales and marketing teams focus on high-value activities. We do that by offering an outsourced lead generation and data enrichment service. We help companies build new lists of prospects. We also help them enrich existing datas, then we also help companies that sell into enterprise with their account-based insights to helping them expand their reach and increasing their sales velocity by giving them a detailed view of the stakeholders within the decision making process. Peter: This was a complicated way to say you help companies with their prospects, with their leads, is that right? Mark: Yes, but it's not just leads because we help them-- A lot of companies are faced with the fact that they have a lot of data that they've amassed over the last few years which has gone fairly out of date, so we also help them with data enrichment. Yes, one of the use cases is lead generation for prospecting. Peter: Your presentation comes from the Digital Marketing Skillshare Conference that is organized every year in Bali. You were there this year. How was the conference? Mark: Yes, it was fantastic. A really great conference. They originally started out with an SEO focus but over the last few years, have broadened that out to other tracks. There's people talking about marketing, pay-per-click advertising, as well as email marketing. I covered the outbound sales and prospecting through the presentation there. Peter: What was your favorite presentation at Bali? Is there one? Mark: I personally really enjoyed Mark Webster's presentation. He's from Authority Hacker, and he spoke about building and selling online courses, or online IP, basically, your knowledge as a personal interest of mine. I really enjoyed that talk and got a chance to speak with Mark after the event as well. Peter: Of course, Mark is a big podcaster in the marketing world. I think we should go directly to the presentation. Mark, you spoke on building a lean mean lead generating machine with outbound prospecting. Here are your five minutes. Tell us what your presentation was about? Mark: Thank you for having open mic, Peter. This presentation was actually around 50 minutes, so I'm going to do my best to bring everything into 5 minutes. I spoke about outbound prospecting, and throughout the presentation, I covered a number of different sections. I started out with what outbound prospecting is, what the four stages of building a lead generating machine is, how you can then scale that outbound prospecting. Then I gave some bonus tips and additional reading, which are all in the slides for those who are listening. I'll start with outbound prospecting. It really it's a direct channel where you can identify and target customers and directly reach out to them, and introduce them to your company its products and services. The goal of this is to start a conversation, and it's also to position yourself as a trusted adviser. You're not going to sell- especially in the b2b space, you're not going to sell directly to consumers in a cold email, so you need to remember that. Also, you need to remember that it's just one lead generation strategy, so you've got search engine optimization, social media events, webinars, side projects. Outbound prospecting just fits into your lead gen strategy. It's not the be-all and end-all. It's part of the sales process. It's the beginning part because once you generate leads, you then need to convert those leads by sales calls, or from demos, or free trials, and close them into paying customers, and then you need to fulfill those needs. Fulfill those customers and deliver the value that you promised, nurture those customers, and ensure they're successful, and hopefully, they become advocates of your business. Outbound prospecting works for most companies who have achieved product-market fit. They have an average order value of over a thousand dollars per year, and you can also scale the delivery of your service or product. It's really important to distinguish those. Also, as we approach 2020, there's a couple of things that I believe personally you need to do in order to succeed with the outbound prospecting. These are, you have to come from a attitude of offering value and giving without expecting anything in return. You need to understand the buyer's journey of awareness consideration of the decision, and people within your prospects are going to be at different levels of that journey. Also, only 3% of your market are actively buying at any one time, so that means 97% of people aren't looking to buy right now. If you're selling and pitching to a hundred people, only 3 are actively looking and 97 aren't. You need to make sure that what you're sending in your messaging is building value, and position yourself as a trusted advisor, and not just sending a sales pitch. For the sake of time, I broke down the lead generation machine into four different steps. I'll just go through those in a bit more detail. The four steps are planning, research, message, and launch. Planning really comes down to understanding who you're trying to target with your ideal customer profile, as well as the individuals within those companies. Those are your buyer personas. The best way to create these is to look at your existing customers and any sales or prospects in the funnel and just identify what they have in common. What pain points do they share, what characteristic characteristics they share as a company? You then need to move on to understanding what their pain points are, what problems are they trying to achieve or overcome from a account level as well as a personal level. In their role, what are they trying to overcome? Then you want to split out your ideal customer profiles and buyer personas into different campaigns. That might be via location, by industry, by job titles or seniority. Then you also need to prepare your email for outreach. One of the most important things to do is not use your main domain to send out these emails because you run the risk of hitting the spam traps, and then blocking your email deliverability in the future. You also need to research, spend a lot of time personalizing the outreach, so you can research on an individual persona. On an account level, make sure that your outreach is personalized, and you can use merge tags for the outreach. You put those things that you find in your research into the emails which builds relevance with the individual, and also it encourages them to reply. You then need to find those leads. There's a number of places you can look at. LinkedIn, you can go to directories, you got to the podcast, you could use paid databases like-- discover. There are hundreds of different sources for the data, but you'll only be able to know where they are when you've done your ideal customer profile and buyer persona research. Again, skipping through quite a lot here [chuckles] to try and get it into five minutes. Then we're onto your messaging. Here, you need to understand what your strategy for cadence is. That is, how many touchpoints, how many times are you going to try and attempt to contact people, over which media or channels, what the duration of the outreach is going to be, how much time in-between each of the messages, and what that content is. There's a number of ways to select media channels. The easiest way is the cheaper or smaller. The shorter the cell cycle is, the less effort you want to put in. The more longer the cell cycle is, and the more expensive your product is. You'll want to use channels such as Direct Mail, personalized video, and personalized experiences because the effort is worth the reward. Then the final element after you've got the messaging is to-- Sorry, then the messaging comes on to these four elements of the cold email. The subject line whose job it is to get the email opened. An opening sentence, which shows that you've done your research and it's a relevant email or message for the person who's received it to read. The main body, which connects your opening sentence to the value proposition that you offer. Then a call to action. The simplest call to action can be, "Would you be interested in finding out more?" The last thing you need to think about is the launch. This is where you select the right technology that you can use to send out these emails. The most simple technologies for email outreach where it's just email, you could use outreach.io, Lemlist, Amplemarket, or Reply.io. If you're combining your outreach with other channels, like direct mail, phone calls, and voicemails, you might want to use a tool like SalesLoft or outreach.io. Once you have that technology in place, you just need to set up your outbound sequence. All of the tools out there will help you do this. What you can typically expect is if you're doing this right, you can get an open rate of 60%. A reply rate of 45%, a conversion rate of 20%. If you're good at closing those deals, you want to be aiming for 50% close one. Obviously, you want to aim for 100%, but it won't always happen. That really is the key to building a lean mean lead generating machine and how you scale this is that you learn, you iterate, and you repeat. Once you've effectively done this for one fiscal or one campaign, you can launch multiple campaigns at a time and add more leads to the top of the funnel. Peter: All right. Thank you, Mark. A couple of questions. Outbound versus inbound prospecting. I feel that we're mostly, in the last couple of years talking about inbound. What is the difference and even more important, how should people decide which of those two channels should be more important for them? Mark: Great question and one that I like to usually back up with a fact which is escaping me right now. HubSpot is the biggest advocate of inbound marketing, yet they spent over 60% of their budget in the first few years on outbound. Really, the answer is that inbound alone doesn't work and you need to support it with outbound prospecting or outbound marketing. That's really key. I think when it comes to inbound, you're relying on the fact that your content is going to be picked up. You've got the right keywords and you've got the right audience segmentation that they're going to read your content and then convert or contact you. `Whereas what you can do with outbound prospecting is because you know who an ideal customer is, and you know the particular triggers and signals that you look for or you can see when somebody is right for you. Say for example, one of your buyer personas has started a new role and you offer a product or service that would help that person in their new role. You could actually reach out to them at the time where they're starting a new role with a bit of content or with some value that you can share with them to start the conversation. That you can't really do with inbound because you're not controlling the process, whereas with outbound, you can control the start and the initiation of a conversation. Peter: All right, you said that outbound is for companies whose customer value per year is around $1,000. How did you come to that number? Why? Mark: It's a rough rule of thumb. I'm not saying it wouldn't work for customers who have a smaller lifetime value, but the more the better. The reason being is that there's often costs associated from a tools and technology process. Some of these tools can cost 70 or even hundreds of dollars per month, and that's to send the emails out. You need to spend time doing the research. You also need to verify the research and you probably want somebody doing it for you because it may not be the best use of your time as a founder or even as a marketing or sales director. You've also got to be prepared to play the long game because not everybody converts on the first message. Often you see that sequences have over 30 touchpoints. In addition, because email alone may not work, you might need to include phone calls and voicemails, videos and direct mail. There's just a lot more labor costs in it. If your unit economics don't work out, it may cost you more to acquire a customer than it does if your average order value is low. Peter: Do you have any tricks to write email subjects? Mark: Yes. I would say the best subjects are short. They invoke curiosity, you could potentially use humor, definitely personalize with an account name, the company name or the person's first name. Those would be my main tips. Also, I shared in the presentation on the day that the best performing subject line for open rates is, I've got your wife. That will always get a lot of opens,- [laughter] Mark: -but you will have a lot of angry and annoyed people because you've tricked them. Never trick, be honest, be sincere. Use humor only if it's right with you and your audience. Some audiences you'll be able to get away with more humor than others. Peter: I like that idea of not using the main domain for the email outreach, could you briefly speak about that, why and how that works? Mark: Yes, sure. The best practice really is to pick a domain which isn't your main one. Let's say that your domain is companyname.com. Try and find a domain which is very similar, but it's .io or .co or whatever variation it may be or you might want to say getcompanyname.com. What you want to do is, even if you're doing everything right, you're taking time to research your ideal customer profiles and understand your buyer personas, you really understand their pain point and you have a fantastic product or service that can solve their problem and you're not spamming people and you're sending small volumes out at a time. You've warmed up your domain, you can still get triggered as spam. You can do everything right, but send the message to somebody on the wrong day and they mark you as spam. Also, if you're not personalizing your outreach and you're taking a very template shotgun approach, you will also be sending the same message out over and over again. That's what the spam filters are looking out for and it reduces your chances of delivering emails in the future. The main reason why we say to use a spare domain is because whilst you be able to do the right things, you still might be marked as spam on your cold email outreach domain which means that it can affect the deliverability of your main domain if you're not using a separate one. That means that your internal emails to each other, to your team members, may not even be delivered because you've been marked as spam so much. I've seen personally, companies who have really struggled with this in the past. Peter: All right. One last question, everyone who is from the European Union and you being from the UK, still count. They would ask, of course, how does that work with the privacy laws with GDPR and others? Mark: What I'd always, first of all, is to say get professional legal advice. This isn't legal advice, but if you can find the email address and it's publicly available and you have legitimate interest to message them, then you should be okay in using their email address to send. Also, you could do the research on LinkedIn and connect with individuals on LinkedIn and not even have to do email for the outbound prospecting. That's what I see some of our European clients doing with the data that they're using. However, the majority of our customers are in the US and not affected with the same privacy laws. Peter: All right. That was very very interesting and a lot of great info. We will be able to attach your presentation to the podcast notes so that everyone can go into to check out for the whole presentation. Is that right? Mark: Excellent, yes, that's perfectly fine. Peter: Excellent. All right, Mark. What are your future conference plans and where can people find you on conferences or where can people contact you online if they would like to talk about everything that you do? Mark: Great question. We're planning our 2020 conference plans at the moment. There's still a bit TBC. I'll certainly be speaking on more podcasts and online summits, but if you'd like to speak to me in the meantime, the best place to find me is on LinkedIn, where you can search for Mark Colgan, that's C-O-L-G-A-N or you can email me at mark@taskdrive.com. Peter: All right, and I will, of course, add all of those links to the show notes so if you're listening to just open your podcast app and find all of the links to Mark. Mark, thank you again for being on the podcast. Have a great day enjoying the sun and hope to see you around. Mark: Thank you very much, Peter. It's been great. Thank you. Peter: Bye-bye.

Startup Sales is helping early stage B2B startups get to $1 million ARR. With this podcast we help founders and early sales leaders with building a repeatable and scalable sales process. We have a bootcamp for early stage startups with a sales price over $500 MRR. In the bootcamp we work with you on getting […]

Startup Sales is helping early stage B2B startups get to $1 million ARR. With this podcast we help founders and early sales leaders with building a repeatable and scalable sales process. We have a bootcamp for early stage startups with a sales price over $500 MRR. In the bootcamp we work with you on getting […] The post Outbound prospecting tips with Jeremey Leveille appeared first on Startup Sales.

Your leads on Linkedin are rolling in... but now what? This episode is the finale to a 3-part series. It dives into what to do once you've generated leads. Listen to how you can convert the leads, get them on to a phone call, and into an appointment or meeting for your business.

In this episode, Jake dives into part 2 of the 3-part series. Here, he discusses specific tactics for outbound connection requests to generate leads. Learn more and download our How to Guide to Linkedin Lead Generation at https://LeadCookie.com

On this episode, we explore outbound prospecting so you can generate better quality leads in less time. Get the show notes here!

In this episode, Jake dives into the start of a 3 part series all about Linkedin Lead Generation. In this episode he talks about how to optimize your Linkedin profile so it is set up to convert. Learn more at https://LeadCookie.com

In this episode, co-hosts Isaac Marsh and Jake Jorgovan provide their backgrounds and share what to expect in episodes to come. Learn more and download our "How to Guide to Linkedin Lead Generation" at https://LeadCookie.com

His team is working mostly (about 95%) outbound. His outbound leads have a 10 day cadence of 5 emails and 5-6 calls to try to get the conversation going. He is using outreach to manage these cadences. It takes them about 150 calls before having a good conversation with a potential client. Eric believes that each salesperson has their own style and they should play to their strengths. When thinking about scalability, he says that as long as they are hitting their targets, it is okay and if someone is not than you have your coaching meetings to work with that salesperson on their weakness. A new salesperson in the company should follow the company guidelines for the first three months before trying their own methodology. Looking for keywords in LinkedIn profiles as well as titles when looking for prospects to reach out to for outbound. They have an SDR to account executive of 2:1. When hiring SDR he is looking for someone with a strong desire to get into sales as well as someone who is likeable and charismatic. They need to have a proven level of discipline, this can be someone with sports background or someone that had to work throughout school. They have two weeks of formal classroom training. This consists of a lot of role playing. It is better for a new salesperson to internalize the information and make the pitch their own instead of following a script.. During training, a lot of time is also spent on listening to phone calls to understand how others are pitching the product. This and recording the role playing and re-listening to it Eric has found is very helpful. He ends the role playing with a question; What do you think you could have done better? It is important for the team to know that these role playing sessions are a no judgment area so that they can feel comfortable in giving each other feedback. They assign a few hundred accounts to each SDR and let them select the right contacts using discover.org and LinkedIn sales navigator. Build and keep a good sales culture by having company outings and keeping the team involved with the company. Marketing should come in once a week to give an update on what they are working on as well as other departments so that the sales team feels part of the company and they can see the roadmap. Eric's biggest mistake he has made as a sales leader has been hiring the wrong person. LinkedIn: https://www.linkedin.com/in/ericgnadeau/   FINAL FIVE What is your favorite sales or leadership book? David Sandler - You can not teach a kid to ride a bike at a seminar Do you have someone that you follow/read for sales/leadership ideas? Brian Johnson - optimize.me Are you available 24/7? Do you have strict personal time boundaries? Believes its important to work hard but also to be with your family. What is your favorite tool used for sales? Hoopla.net What one piece of advice do you have for all the founders/CEOs/VP Sales out there? Constantly keep improving

His team is working mostly (about 95%) outbound. His outbound leads have a 10 day cadence of 5 emails and 5-6 calls to try to get the conversation going. He is using outreach to manage these cadences. It takes them about 150 calls before having a good conversation with a potential client. Eric believes that […] The post Outbound prospecting Eric Nadeau appeared first on Startup Sales.

Want to fill your database with over 42,000 seller leads? Caleb Pearson did it, and he’s here to tell you how. Listen as he covers his sources for seller leads, the tools he uses to manage them, and most importantly – how he converts them. Caleb even offers advice to agents on commission splits so they don’t get burned as their listing business grows. If you’re ready to take your outbound prospecting to the next level, this is one Real Estate Rockstars you won’t want to miss! Learn more about your ad choices. Visit megaphone.fm/adchoices

A lot of agents focus too too heavily on how much they are earning, rather than the number of transactions they are doing. Why is this a big mistake? How do you do outbound prospecting in high volumes? How can you undermine your competition to become the top agent in your market in 5 years? On this episode we talk to the Beast Mode prospector himself, James Festini. There’s only two ways you’re going to make money in this business. You’re either going to go out and get your money or you’re going to spend money to have it come to you. - James Festini Takeaways + Tactics The magic formula in real estate depends on how much money you’ve got to spend. There’s a right and wrong way to work in real estate and it has a lot to do with your scripts. The end game for most logical real estate agents would be to get enough money to start buying real estate. At the start of the show, James shared how he got started and how he was able to pack up his business and move to another town. Next, we talked about how to overcome the resistance to prospecting, and why he doesn’t want to be passive about getting leads. Towards the end, he shared why you need to become a human pop-up ad. We also discussed: Goals for 2018 The end game for most logical real estate agents Chasing transactions vs. chasing commissions How to get on the fast track to success It is possible to triple your income through strong branding and intense prospecting. Such action is going to cause a massive breakthrough in spite of yourself, because of the sheer volume of contacts. You’re not going to overcome your prospecting fears sitting in your office thinking about them. You actually have to get into action and realize your fears weren’t real in the first place. To really succeed, your goals should be oriented towards number of transactions rather than how much you earn. Guest Bio- James is an agent who has been serving Southern California since 1993. To get in touch, email james@JamesFestini.com. To watch his coaching videos go to http://youtube.com/jamesfestini or follow him on Twitter, Instagram and Snapchat. Resources- InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go. Connect on Facebook. Follow Greg for more motivational content to take your real estate business to the next level

If you want big fish you have to go outbound, end of story. The question is how do you build that. Some people start with an outsourced model but eventually companies typically bring that back in house. Every company is different but there are tried and true principles to creating and building an outbound machine. In this episode, Aaron Ross, author of Predictable Revenue discusses his experiences creating prospecting machines for companies and his lessons learned.

In Episode #412, Eric and Neil discuss how to build retargeting lists with outbound prospecting. Tune in to learn how you can retarget without breaking any terms or service agreements and why the rule of 7 is still effective in marketing today. Time Stamped Show Notes: 00:27 – Today's topic: How to Build Retargeting Lists With Outbound Prospecting 00:36 – First, make sure you're following the terms and services of Google and Facebook or other retargeting services 01:25 – Know your ideal customer 01:38 – Outbound prospecting is more for B2B 01:50 – You can reach the head of businesses directly through Outreach and Zen Prospect; use these tools to gather emails and reach businesses at scale 02:38 – Plug the outbound emails into a retargeting list on LinkedIn, Google and Facebook 03:14 – If you're a sales person, make sure you add value and share insights to your customers 03:47 – Then you can retarget people by asking them to opt-in for more marketing insights 04:07 – When you remarket people, they see you more often 04:11 – The rule of 7 in marketing 04:21 – Neil creates specific remarketing ads for the individual companies 04:51 – Account-based marketing works 05:14 – Neil never had issues with remarketing 05:54 – Instead of trying to be interesting, be interested in the people you connect with 06:21 – Marketing School is giving away a free 1 year subscription to Crazy Egg which is a visual analytics tool 07:01 – Go to SingleGrain.com/giveaway for multiple entries 07:10 – That's it for today's episode! 3 Key Points: Figure out who your ideal customers are so you know who you should specifically target. As a sales person, make sure you add value and marketing insights to your customers. The more often a customer sees you, the more likely they will buy. Leave some feedback: What should we talk about next? Please let us know in the comments below. Did you enjoy this episode? If so, please leave a short review. Connect with us: NeilPatel.com Quick Sprout Growth Everywhere Single Grain Twitter @neilpatel Twitter @ericosiu

In Episode #412, Eric and Neil discuss how to build retargeting lists with outbound prospecting. Tune in to learn how you can retarget without breaking any terms or service agreements and why the rule of 7 is still effective in marketing today. Time Stamped Show Notes: 00:27 – Today’s topic: How to Build Retargeting Lists With Outbound Prospecting 00:36 – First, make sure you’re following the terms and services of Google and Facebook or other retargeting services 01:25 – Know your ideal customer 01:38 – Outbound prospecting is more for B2B 01:50 – You can reach the head of businesses directly through Outreach and Zen Prospect; use these tools to gather emails and reach businesses at scale 02:38 – Plug the outbound emails into a retargeting list on LinkedIn, Google and Facebook 03:14 – If you’re a sales person, make sure you add value and share insights to your customers 03:47 – Then you can retarget people by asking them to opt-in for more marketing insights 04:07 – When you remarket people, they see you more often 04:11 – The rule of 7 in marketing 04:21 – Neil creates specific remarketing ads for the individual companies 04:51 – Account-based marketing works 05:14 – Neil never had issues with remarketing 05:54 – Instead of trying to be interesting, be interested in the people you connect with 06:21 – Marketing School is giving away a free 1 year subscription to Crazy Egg which is a visual analytics tool 07:01 – Go to SingleGrain.com/giveaway for multiple entries 07:10 – That’s it for today’s episode! 3 Key Points: Figure out who your ideal customers are so you know who you should specifically target. As a sales person, make sure you add value and marketing insights to your customers. The more often a customer sees you, the more likely they will buy. Leave some feedback: What should we talk about next? Please let us know in the comments below. Did you enjoy this episode? If so, please leave a short review. Connect with us: NeilPatel.com Quick Sprout Growth Everywhere Single Grain Twitter @neilpatel Twitter @ericosiu

In growing a team that closes $90 million in volume in a year, what are the building blocks that make the team strong and hold each member, from leaders to agents accountable? On this episode, we talk to top producing agent and team leader Brett Tanner...

Aaron Ross is the author of From Impossible To Inevitable. He is the cofounder and CRO of CARB.IO, a Pipeline Automation software company, and is also the cofounder of PredictableUniversity.com. He speaks with students at UC Santa Barbara about what it takes to be a success. Series: "Innovator Stories: Creating Something from Nothing" [Business] [Show ID: 31038]

Aaron Ross is the author of From Impossible To Inevitable. He is the cofounder and CRO of CARB.IO, a Pipeline Automation software company, and is also the cofounder of PredictableUniversity.com. He speaks with students at UC Santa Barbara about what it takes to be a success. Series: "Innovator Stories: Creating Something from Nothing" [Business] [Show ID: 31038]

Aaron Ross is the author of From Impossible To Inevitable. He is the cofounder and CRO of CARB.IO, a Pipeline Automation software company, and is also the cofounder of PredictableUniversity.com. He speaks with students at UC Santa Barbara about what it takes to be a success. Series: "Innovator Stories: Creating Something from Nothing" [Business] [Show ID: 31038]

Aaron Ross is the author of From Impossible To Inevitable. He is the cofounder and CRO of CARB.IO, a Pipeline Automation software company, and is also the cofounder of PredictableUniversity.com. He speaks with students at UC Santa Barbara about what it takes to be a success. Series: "Innovator Stories: Creating Something from Nothing" [Business] [Show ID: 31038]

Aaron Ross is the author of From Impossible To Inevitable. He is the cofounder and CRO of CARB.IO, a Pipeline Automation software company, and is also the cofounder of PredictableUniversity.com. He speaks with students at UC Santa Barbara about what it takes to be a success. Series: "Innovator Stories: Creating Something from Nothing" [Business] [Show ID: 31038]

Aaron Ross is the author of From Impossible To Inevitable. He is the cofounder and CRO of CARB.IO, a Pipeline Automation software company, and is also the cofounder of PredictableUniversity.com. He speaks with students at UC Santa Barbara about what it takes to be a success. Series: "Innovator Stories: Creating Something from Nothing" [Business] [Show ID: 31038]