Podcasts about outbound sales

J. Ryan Williams spent years leading sales at high-growth startups. Then he quit. Not because he lost faith in sales, but because he realized most founders were doing it backwards. Product-market fit starts with message-market fit. Say it simply. Say it like an insider. Say it on camera. Then watch everything else get easier. Highlights include: The Collapse of a Dream (11:00), “Drunks Holding Each Other Up” (22:00), Your Customer's Customer (39:00), Teaching Through Sales (46:00), and more… Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!

The best startup ideas don't start with brainstorming. They start with frustration. Anirudh Ganesh didn't invent a new market. He spotted an obvious, painful inefficiency: boutique hotels had outdated, unusable websites, losing up to 30% of revenue to online travel agencies (OTAs). Startup ideas don't need to be revolutionary. They need to fix something visibly broken, where the cost of doing nothing is already high. Highlights include: Referral, Referral, Referral (06:30), Cold Calling When the Math is Easy (15:50), Self Service for Cost Reduction and Customer Engagement (21:00), The Moment You Realize You Might Have Something Good (23:15), and more… Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!

In dieser Episode sprechen wir über Kaltakquise, Outbounds Sales und Cold Calling – und wie du mit psychologischen Prinzipien Outbound Sales besser machst. Jiri zeigt, wie er durch Mustererkennung, Emotionen und Open Loops über 650 Deals gewonnen hat – ganz ohne klassische Skripte. Ressourcen: zur Software Sales Formula: https://www.softwaresalesformula.com kostenlosen Termin buchen: https://2ly.link/24kPi Kickscale: Kickscale Extended Free Version: https://2ly.link/1zdl4  Timestamps: (00:00) – Intro: Von Tschechien in den Vertrieb (02:21) – Warum Sales ein Musterspiel ist (05:10) – Mein erster Cold Call: Katastrophe (08:32) – Die Lüge vom perfekten Skript (10:45) – Die 3 Erfolgs-Muster im Vertrieb (13:02) – Wie unser Gehirn wirklich entscheidet (15:34) – Warum Outbound heute nicht mehr funktioniert (18:11) – Flip the Script: Das neue Paradigma (20:03) – So brechen echte Profis Muster (23:26) – Warum Emotionen entscheiden (26:15) – Open Loops – Das Netflix-Prinzip im Vertrieb (28:30) – Mein neues Cold Call Skript (Live Beispiel) (30:12) – Fazit: So veränderst du den Vertrieb von morgen Infos: jiri@softwaresalesformula.com https://www.softwaresalesformula.com 

Product-market fit doesn't always start with innovation. Sometimes, it starts with frustration. That's exactly how Pulpo WMS began: not as a genius idea in a boardroom, but as a real-world pain point inside a medical warehouse. Highlights include: Has Anyone Actually Tried This? (03:53), Where did Rebillia's First Customer Come From? (09:33), The Product-Fit Moment (13:05), and more… Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!

When Moran Mizrahi joined us on the Predictable Revenue Podcast, the conversation started with something every founder can relate to: the moment you hit a wall using a tool that clearly wasn't designed for people like you. For Moran and Rebillia, that moment came in the subscription billing space. After years running retail and eCommerce businesses, they were spending heavily to acquire customers, only to watch them churn after one or two purchases. Subscriptions felt like the solution. But the tools were rigid, hard to use, and far from customer-centric. Highlights include: Has Anyone Actually Tried This? (03:53), Where did Rebillia's First Customer Come From? (09:33), The Product-Fit Moment (13:05), and more… Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!

In this episode of Inside The Wolf's Den, your hosts Shawn and Joni Wolfswinkel welcome Ben Smith, the visionary founder of BrightReach Sales. With over 13 years of experience in the sales landscape, particularly within the property management industry, Ben has honed his expertise in outbound sales strategy—helping entrepreneurs scale their businesses through effective outbound business development. Join us as we dive into the fundamental importance of outbound sales. Ben shares his journey and what inspired him to focus on this powerful approach. Discover how outbound strategies differ from inbound methods in effectiveness, and hear a compelling success story that underscores the transformative potential of outbound sales. We explore the concept of the ideal client profile—what it is, why it matters, and how businesses can identify their target audience. Ben discusses the common challenges his clients face and how a deep understanding of these obstacles can enhance outbound strategies. He offers insights into how BrightReach Sales effectively addresses these challenges, ensuring solutions that resonate with client needs.In our discussion on creating value, Ben reveals effective strategies for personalizing outreach and enhancing client engagement. We also delve into the critical roles of commitment and consistency in outbound sales, providing actionable tips for cultivating these qualities in sales teams. Finally, if you're looking to launch your own outbound sales strategy, Ben outlines initial steps and recommends essential tools for beginners. He also shares how organizations can measure the effectiveness of their efforts.Don't miss this insightful episode—tune in to learn from Ben Smith and discover how BrightReach Sales can help propel your business forward! For more information and to connect with Ben, visit BrightReach Sales. BrightReach Sales Link: https://brightreachsales.com YouTube Link: https://youtu.be/04NUauPwHmQ

Collin Stewart almost canceled this episode. Not because the guest wasn't great, he was. Dr. Jeremy Weisz, co-founder of Rise 25, helped Collin get his podcast off the ground years ago. No, Collin hesitated because the strategy they were about to talk about… was working too well. “I don't want everyone else to start doing this,” Collin admitted. “It's working so well right now, I almost didn't want to share it.” So, what is this strategy? Podcasting. But not in the way you think. Highlights include: Getting Into Podcasts in the First Place (03:11), Having More than One Podcast (07:19), Working out the Model to Get Revenue from Podcasts (12:01), Benefits and Advantages of Having a Podcast (18:08), and more… Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!

After a serious spinal injury left him temporarily paralyzed, Ty had to navigate the healthcare system to find the right specialists, without reliable online information to guide those critical choices. On this episode of the Predictable Revenue Podcast, Ty Allen, founder of SocialClimb, shared the deeply personal story behind his company's origin. Highlights include: Finding a Gap in the Market (07:10), Validating the Market Gap (11:24), How Not To Screw Up Pricing (14:34), Customer Development and First Clients (20:30), And more… Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!

Cold Calling, Telefonverkauf und Kaltakquise funktionieren noch – aber nur, wenn du ein Skript nutzt, das sich von der Masse abhebt. In dieser Episode lernst du das RRM-Skript kennen: Route – Ruin – Multiply. Dieses Cold Calling Framework wird im deutschsprachigen Raum kaum verwendet, ist aber extrem effektiv im Software Sales, IT Vertrieb und SaaS Sales. Du erfährst, wie du mit psychologischen Prinzipien wie Pattern Interrupts, Emotionen und Open Loops mehr Entscheider erreichst, Vertrauen aufbaust und Termine buchst – ganz ohne Pitchen. Perfekt für SDRs, Account Executives und SaaS-Verkäufer im Outbound Sales. Ressourcen: Download "Cold Calling Skript": https://2ly.link/2608n  zur Software Sales Formula: https://www.softwaresalesformula.com kostenlosen Termin buchen: https://2ly.link/24kPi Kickscale: Kickscale Extended Free Version: https://2ly.link/1zdl4  Timestamps: (00:00) – Intro & Ziel der Episode (01:10) – Warum Cold Calling für viele so schwer ist  (02:20) – Persönliche Geschichte & Ursprung der Mustererkennung (04:00) – Die 3 psychologischen Prinzipien im Skript (06:40) – Warum Standard-Skripte nicht mehr funktionieren (07:45) – Die Struktur: Route – Ruin – Multiply (09:20) – Schritt 1: Route – zur richtigen Person kommen (14:30) – Schritt 2: Ruin – die Illusion zerstören (23:00) – Schritt 3: Multiply – den Mehrwert skalieren (28:20) – Zusammenfassung & Anwendung im Alltag (30:30) – Einladung zum Training & Outro Infos: jiri@softwaresalesformula.com https://www.softwaresalesformula.com 

Sustainability in construction is no longer optional. It's a business imperative. Large corporations and government agencies demand low-impact materials, pushing manufacturers and suppliers to adapt.  However, the complexity of sustainability standards, scattered data, and inconsistent reporting slow adoption. Kathleen Egan, CEO of Ecomedes, appeared on the Predictable Revenue Podcast to share insights on how businesses can turn this complexity into a competitive advantage. The takeaway? When industries drown in fragmented data, those who simplify the process gain a massive edge. Highlights include: Saving People Time equals Saving People Money (08:13), Your Best Customers Might Be Who You Least Expect (09:21), Solving Your Own Issue Might Become a Source of Income (13:52), Where Early Customers Usually Come From (18:47), And more… Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!

Learn to generate high-quality leads with outbound sales. Most businesses rely on word-of-mouth and referrals to grow, but what happens when those slow down? Too many companies write off outbound as “ineffective” because they've tried blasting cold emails or LinkedIn messages—only to get ignored. The truth is, outbound isn't dead; bad outbound is. In this outbound sales masterclass, we're breaking down the right way to do outbound—the method that consistently books calls, builds relationships, and fills your pipeline with ideal clients: The Super Consumer Advantage – How to identify and target the customers who will spend the most and stay the longest Preheating for Success – Why most outbound fails (and how to warm up leads so they want to talk to you) The Conversation-First Approach – A proven framework for starting real, high-converting conversations—without feeling like a pushy salesperson Plus, we'll reveal the #1 mistake businesses make with outbound (and how to fix it), the secret to “I see you everywhere” marketing, and why outbound can outperform paid ads when done correctly. Joining me is an expert who have mastered this process Jerson Mellizo, head of outbound at the company. If you've ever thought outbound was too hard or ineffective, this episode will change your mind. It's time to stop waiting for leads to come to you—and start creating them on demand. The show will feature a mix of pure content and expert interviews to present key concepts and fundamental topics in a variety of different formats. We believe that this format will enable our listeners to learn the most from the show, implement more in their businesses, and get real value out of the podcast. Enjoy the show. Please remember to rate, review and subscribe to the podcast so you don't miss any future episodes. Your support and reviews are important and help us to grow and improve the show. Follow Charles Gaudet and Predictable Profits on Social Media: Facebook: facebook.com/PredictableProfits Instagram: instagram.com/predictableprofits Twitter: twitter.com/charlesgaudet LinkedIn: linkedin.com/in/charlesgaudet Visit Charles Gaudet's Wesbites: www.PredictableProfits.com

Kortney Harmon sits down with Clark Wilcox, founder of The Digital Recruiter, to explore the transformative power of LinkedIn in modern sales marketing strategies—especially for recruiting businesses. Together, they dive into the benefits of LinkedIn as the top B2B platform, the evolution of digital recruiting, and how recruiters can leverage modern tools to build meaningful relationships and scale their agencies effectively. No matter where you are in your recruiting journey, this conversation is packed with actionable strategies to help you stay ahead in the ever-evolving talent industry. Clark offers valuable insights on leveraging LinkedIn, building meaningful connections, and creating a systemized digital approach that drives real results. Tune in to gain a comprehensive understanding from a true industry expert and discover actionable insights to drive your staffing strategy forward.________________Follow Clark on LinkedIn: LinkedIn | Clark WilcoxCheck out The Digital Recruiter Website hereListen to The Digital Recruiter Podcast hereWant to learn more about Crelate? Book a demo hereFollow Crelate on LinkedIn: https://www.linkedin.com/company/crelate/Subscribe to our newsletter: https://www.crelate.com/blog/full-desk-experience

For years, conventional wisdom has said that outbound sales works in B2B but not B2C. The reason? Email. In business sales, you can source and validate work emails. In consumer sales, personal emails are difficult to find and even harder to verify, often leading to spam filters. Brandon Healy, VP of Sales & Growth at Hemlane, took on this challenge head-on.  Highlights include: How and Why B2C Cold Outbound? (04:15), The Biggest Driver to Cut CAC in Half (07:08), Data Sources for B2C Outbound (10:56), Crushing Dials and Closing Deals (16:58), And more… Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!

Paul Doerwald set out to solve a problem he knew well. Helping small consultancies manage multiple projects without getting lost in Trello boards and Gantt charts. The idea made sense. It was solving a real issue. But when he brought it to his target audience, the response was clear: "I wouldn't use it." Instead of defending his idea, Paul listened. The same person, without prompting, brought up a completely different frustration: timesheets. That's when Clockk was born. Highlights include: Scratching Your (Product) Itch (03:42), Customer Development Questions (05:25), The Product Validation Process (09:06), Being Your Own First Customer (12:47), And more… Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!

Quitting a stable job to start a company is a bet on yourself. For Courtney Krstich, that bet started with a simple but widespread problem in the landscaping industry: business owners didn't have an easy way to track their finances. You don't need the perfect product from day one to turn an idea into a business. it's You need constant validation, adaptation, and execution.  Product-market fit is a spectrum. It's a process of proving demand, refining the solution, and earning customer trust. Highlights include: Betting on Your Skills (01:21), Accelerating Your Start-Up Idea (04:39), Customer Development Interviews (06:24), Validating Your Start-Up Idea (10:18), One of the Hardest Things to Figure Out as a Founder (14:10), And more… Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!

Kaltakquise und Neukundenakquise sind die größten Herausforderungen im Software Sales. Doch mit der richtigen Strategie kannst du mehr Termine buchen, deine Pipeline füllen und größere Deals abschließen. In dieser Episode erfährst du, warum die meisten Outbound-Ansätze scheitern und wie du systematisch eine erfolgreiche Akquise-Strategie für Tech Sales aufbaust. Ressourcen: Download Template: https://2ly.link/24kPg  kostenlosen Termin buchen: https://2ly.link/24kPi  Kickscale Extended Free Version: https://2ly.link/1zdl4 Timestamps: (00:00) – Einführung: Warum Kaltakquise heute schwieriger ist (02:30) – Die häufigsten Fehler in der Neukundenakquise (05:00) – Warum Pipeline-Generierung lange vor dem Cold Call beginnt (08:30) – Die Value-Pyramide: Wie du dein Zielkundenprofil erstellst (12:00) – Die wahren Probleme deiner Kunden verstehen  (16:30) – So entwickelst du die perfekte Outbound-Strategie  (21:00) – Erfolgreiche Cold Calls: Diese Struktur funktioniert immer (25:30) – Die Rolle von Social Proof im B2B-Sales (28:45) – Die besten Tools für datengetriebene Akquise (32:00) – Fazit: Wie du Outbound in 2025 richtig machst Infos: jiri@softwaresalesformula.com https://www.softwaresalesformula.com 

Takeaways Domain investing requires a solid educational foundation.Understanding the end user is crucial for successful sales.Outbounding can significantly increase the odds of making a sale.AI tools are transforming the domain investing landscape.New domainers should avoid falling in love with their names.Every domain name incurs a renewal cost, making selection critical.The market for domains is evolving with new opportunities.Building out domains can create additional revenue streams.Networking and community engagement are vital for growth.Identifying trends and potential buyers is key to success.Chapters 00:00 The Importance of Education in Domaining01:12 Unstoppable Domains and Current Promotions03:48 Insights from the Domain Industry06:37 The Digital Real Estate Academy09:18 The Future of Domain Investing11:45 Challenges in the Domain Market14:29 Innovations in Domain Tools17:23 The Role of AI in Domaining19:51 Common Mistakes for New Domainers22:31 Building vs. Flipping Domains25:23 The Future of Outbounding in Domaining30:04 Emerging Trends in Outbounding AI34:29 The Art of Domain Selection and Outbounding38:34 Strategies for Domain Investment41:04 Mindset and Emotional Detachment in Domain Investing46:28 Understanding Buyer Psychology and Sales Techniques52:49 Outbounding Challenges and Strategies01:01:23 Leveraging LTOs for Domain Sales 

In this episode, I talk with Adam Rosen, a world-traveling entrepreneur who has cracked the code on cold email outreach. Adam sold his first tech startup in 2019 and has since built a thriving business helping companies generate consistent sales meetings through expert-level email strategies.We cover:✔️ How Adam built a seven-figure business while traveling the world✔️ The biggest mistakes businesses make with cold email✔️ How to scale a remote team and maintain strong company culture✔️ Why systems and automation are key to business growth✔️ Tips for staying resilient through business ups and downsPlus, Adam shares insights from his newsletter The Nomad Cloud, which has grown to over 350,000 subscribers, offering resources for entrepreneurs who want to travel and grow professionally.

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Guest: Zach Wright, Co-Founder & CRO of Syft AIMost sales teams are still stuck in outdated prospecting tactics—mass email sequencing, generic outreach, and hoping something sticks. The reality? These methods are failing fast, and sellers who rely on them are drowning in low response rates and missed pipeline goals.Zach Wright, co-founder and CRO of Syft AI, breaks down why traditional sales prospecting is broken and what today's B2B SaaS sellers must do differently to cut through the noise, engage decision-makers, and win more deals.The biggest mistake? Relying on volume instead of relevance. Buyers are overwhelmed with hundreds of templated emails daily, and most outreach feels impersonal, irrelevant, and easy to ignore. Instead of spamming prospects, Zach shares how AI-driven prospecting helps sales teams pinpoint the right accounts, at the right time, with the right message.He explains how top sales teams are:✅ Ditching “spray and pray” prospecting in favor of targeted, intent-driven outreach.✅ Using AI to surface active buying signals—so reps only reach out when there's a real need.✅ Personalizing at scale without relying on ineffective AI-generated fluff.✅ Bringing cold calling back—and why it's working better than ever.If your outbound efforts aren't converting like they used to, this episode will change the way you think about prospecting—and show you how to start winning more meetings with high-value prospects.---Not Getting Enough Demos? Your messaging could be turning buyers away before you even get a chance to pitch.

This week on Redefining Outbound, Catherine Olivier and Matthew Putnam dive into the evolving world of outbound sales. They discuss why the fundamentals of selling are more important than ever and what it takes to succeed as an SDR, from cold calling to social selling. Tune in to learn how to cut through the noise, leverage multi-channel outreach, and refine your outbound strategy for 2025 and beyond.

One of the biggest issues facing SaaS companies today is a decreasing response rate to lead generation. There are ever increasing tools for automation and personalisation, yet leads are not responding, why? This is the question that Alex Young and I discuss on this episode. We offer our viewpoint and some actionable tips that you can use immediately to help you generate and nurture your leads. We discuss trust, personalisation versus relevancy and how to build your credibility and add value. We also challenge business owners to live their mission and truly experience their products as a customer might. ⁠⁠⁠Follow Chris on LinkedIn⁠⁠Every 2 weeks I publish a newsletter to the community to share stories, insight and advice to help you understand the various challenges of difficult people and how you can succeed. Join the community by following the link below and sharing your email details with us.⁠⁠Receive my Newsletter⁠Alex Young is an entrepreneur and specialist recruiter who uses his previous experience as an Account Executive at a Fintech to help SaaS companies hire sales talent in the UK, EMEA & US.⁠Find Alex on LinkedIn⁠

Is outbound sales really dead, or are we just doing it wrong? In this episode of Topline, AJ and Asad dive into one of the most debated topics in B2B sales—whether outbound still works in today's market. Asad argues that companies with strong product-market fit can still crush outbound, while AJ pushes back, saying it's no longer the best way to scale. They break down cold call connect rates, changing sales tactics, and why partner-led growth and brand marketing are taking center stage.   Are you being paid what you're worth? Help us refresh Pavilion's industry-standard compensation report for 2025 by taking our anonymous survey at joinpavilion.com/comp and get early access to the results!   Thanks for tuning in! Want more content from Pavilion?    New episodes of Topline drop every Sunday with new Topline Spotlight mini-episodes every Thursday. Subscribe to never miss an episode.   Stay ahead with the latest industry developments, emerging go-to-market trends, and valuable benchmarking data. Subscribe to Topline Newsletter for GTM insights from Asad Zaman every Thursday.   Tune into The Revenue Leadership Podcast with Kyle Norton every Wednesday. He dives deep into the strategies and tactics that drive success as a revenue leader, featuring real operators like Jason Lemkins of SaaStr, Stevie Case of Vanta, and Ron Gabrisko of Databricks.   Your're invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!   Key Chapters: (00:00) - Introduction (05:00) - Board Meeting Insights and Dynamics (15:08) - Investor Sentiment and Market Challenges (19:56) - The State of Outbound Sales (30:12) - Debating Outbound Sales Effectiveness (34:06) - The Evolution of Status Symbols in Tech (39:33) - Shifting Metrics of Success (43:13) - The Changing Landscape of Startup Equity (50:29) - The Life's Work Mentality vs. Exit Strategy (56:27) - The Role of Human Interaction in AI (01:00:27) - Lessons from Recent Failures  

This is episode 733. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Josh Garrison, VP of Marketing at Apollo and the author of "Outbound Sales: A data-backed playbook for cold email, cold calling, social selling, and more," and Samuel Elliott, Senior Account Executive. JOSH'S TIP:  "Go leave five comments on LinkedIn, and I want you to do it in a way where you're not selling anything. Give as much as you can in those five comments on five different posts and see what you get. Make that a habit. That's my number one thing, that even myself, we could all do better and the rewards are going to be there." SAMUEL'S TIP: "Go log into ChatGPT, Perplexity, or any of the AI applications. Before your next call with someone, ask it to summarize what that company does, who they serve, and what their specific role and title cares about. You'll be amazed at how much it can streamline your pre-call research and information and all of the possibilities beyond it."

In this week's episode:  Outbound isn't dead.  The worst thing that can happen to your startup isn't failure.  Australian start-up Lorikeet cracks $100m valuation in AI agent boom.  Robotics has reached a tipping point.  First bullet point or last bullet point AI companies. Miss America Nuclear Power debate.  Adrian Di Marco awarded OAM for his service to information technology.  Theme's of the week. Sharts hello@tribeglobal.vc       

Struggling with founder-led sales? Wondering how to scale your agency sustainably?Corey Quinn brings 17 years of agency expertise, including scaling Scorpion from $20M to $150M. Now, he's helping agencies escape founder-led sales with proven strategies.If you're ready to scale your agency, you don't want to miss this!

You can always get the best sales secrets from the top companies in the industry. In this episode, I'm chatting with Josh Garrison, the Vice President of Apollo.io, about the top three sales practices you must stop doing in 2025. Even if you don't use this sales enablement AI platform, these tips will help you boost your performance and close deals faster. Meet Josh Garrison Josh Garrison oversees product growth, content marketing, and customer education at Apollo.io. He has 15 years of experience founding companies, leading teams, and writing the bestselling book Outbound Sales. As a two-time founder, he created the “full-cycle selling” framework to share a proven approach to B2B sales. Only Let AI Do Some of the Work Are you still making the mistake of using AI to do all your work? If you haven't realized it yet, people want a human touch, and too much AI can damage their trust in a company. Josh shares that it's better to use AI for specific tasks.  For example, AI tools have gotten better at research and summarization. Use the information from your research to personalize emails and connect with customers. Diversify Your Outreach If you're still relying solely on email for outreach, Josh suggests adjusting the timing of your emails and not limiting them to one specific part of the day.  Pay attention to your prospect's daily routine. If they're busy parents, it might not be a good idea to send emails at 8 a.m. Instead, try sending them later in the day when they have downtime. Use Social Media the Right Way Josh advises using social engagement strategically, particularly by commenting on LinkedIn posts. Also, social listening can help you build a presence and establish expertise without overtly selling. "Incorporating AI in a way that makes sense. Having IT do things that are going to level up your outreach, but not necessarily having IT do everything for you." - Josh Garrison.  Resources Josh Garrison on LinkedIn  Email: josh.garrison@apollo.io Apollo.io  Outbound Sales by Josh Garrison  Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2.            This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3.            This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

In this episode of The AI Report, Liam Lawson sits down with Jérémy Grandillon, founder of TC9, to explore how AI is disrupting the sales landscape and changing how businesses approach growth. Jérémy shares his journey from corporate sales to building an AI-driven agency that automates prospecting, personalizes outreach, and drives meaningful results. From using AI to handle the grunt work of lead generation to leveraging LinkedIn for strategic content creation, this episode dives into how AI is empowering sales teams to focus on what matters most—building trust, closing deals, and scaling with impact. Discover how AI tools are revolutionizing B2B sales by simplifying complex workflows, increasing efficiency, and delivering real results. Jérémy also shares the story behind TC9's mission to merge advanced AI capabilities with human creativity, creating tailored strategies that meet the unique needs of clients. This conversation breaks down how businesses can use AI to reduce manual labor, boost productivity, and accelerate growth, while still maintaining a personal touch in their sales approach. Curious about how AI can help you close more deals and increase revenue? Tune in now and don't forget to like, comment, and subscribe for more conversations like this! Learn AI in Just 5 Minutes Per Day: https://www.theaireport.ai/ Check out TC9, AI systems that book meetings for you https://tc9.ai/ Connect with Jérémy: https://www.linkedin.com/in/jeremygrandillon/ (00:00) Introducing Jérémy Grandillon   (02:34) AI's Role in Sales Prospecting   (05:32) How AI Evolved in 2025   (09:09) Jérémy's Journey to Entrepreneurship   (12:50) Allbound Sales Explained   (17:08) Inbound vs. Outbound Sales   (22:44) US vs. European Sales Approaches   (24:29) Pricing Strategies That Work   (27:16) From Solopreneur to Agency   (32:27) AI and Human Synergy in Sales   (36:18) Building A Solid Offer (41:22) Patience and Resilience in Sales   (46:00) Discipline and Health for Success   (52:05) Planning for Long Term Business Success

In this episode of Tech Sales Insights, Randy Seidl is joined by Dave Greenberger, VP and Head of North America at CHEQ, to discuss the intricacies of building effective go-to-market strategies for new product launches. Sponsored by Titan X, the episode delves into outbound sales effectiveness, customer engagement, and the role of culture in sales execution. Dave shares insights on leveraging sales ops, identifying product-market fit, and the importance of continuous learning and adaptation in sales. The episode also highlights tools like Gong and ZoomInfo that are instrumental in their sales processes. Together, Randy and Dave provide valuable lessons from Dave's extensive experience in tech sales and startup environmentsKEY TAKEAWAYSImportance of Hard Work and Culture: Emphasis on a culture of constant learning, adaptation, and hard work for successful product launches and enterprise sales.Sales Ops and Technology: Vital role of sales operations and leveraging technologies like Gong and ZoomInfo for better sales performance and forecasting.Channel Partnerships: Strong partnerships and utilizing channels are crucial, especially when selling to large enterprises.Customer Focus: Ensuring customer satisfaction and iterating based on feedback is essential for achieving product-market fit.Complacency in Sales: The importance of avoiding complacency and continuously striving for improvement and additional insights within sales processes.Coaching and Training: Leveraging tools like Gong for coaching and training is pivotal, using structured programs and methodologies.Mentorship: Value of having mentors and learning from experienced professionals in the field.Goal Setting: Implementing structured goal-setting frameworks for personal and professional growth can drive sustained success.QUOTES"The thing that separates the good from the great is just continuing to go that little extra mile.""You need a whole machine and sales ops and a set of analysts that are throwing data in your face, testing every intuition you have.""When you can go at the high range and people still spark their interest, that's when you know you start to got something."Find out more about Dave Greenberger through the link/s below:https://www.linkedin.com/in/davidgreenberger/This episode is sponsored by Sandler. Sandler is a world leader in innovative sales, leadership, and management training. For more than 50 years, Sandler has taught its distinctive, non-traditional selling system and highly effective sales training methodology, which has helped salespeople and sales managers take charge of the process.

What does the future hold for outbound sales? In this episode, host Ryan Reisert is joined by sales professional extraordinaire Gerry Hill to explore what outbound will look like in 2025. From evolving buyer behaviors to the rise of AI and automation, Ryan and Gerry dive into the trends shaping the outbound landscape. They'll discuss how sales teams can stay ahead of the curve, adapt to new tools, and keep the human touch alive in an increasingly digital world. Whether you're an SDR, AE, or sales leader, this forward-looking conversation is packed with insights you can't afford to miss.

Rod Fuentes built a company in the golden age of outbound sales. A single SDR booking 40 meetings a month - no cold calling, just email blasts. So what changed? *Hiring sales people? - get the SDR Interview Guide with exact questions to recognize TOP performers: https://sdrhire.com/sdr-interview-guide/ The Predictable Revenue model died. And cold email as we know it with it. Rod felt it on his own skin. Listen along as he shares his journey from being able to book endless meetings to everything changing and his pivot to a new way of selling. Learn more about Nubara, Rod's new business: https://www.linkedin.com/company/nubara/ Connect with Rod on LinkedIn: https://www.linkedin.com/in/jrodrigofuentes/ Connect with Stefan on LinkedIn: https://www.linkedin.com/in/stefan-conic/ Timestamps (00:00) - Generating Meetings and Understanding Sales Metrics (00:01) - Introduction to Rodrigo Fuentes and Nubara (00:02) - The Origin and Evolution of ListenLoop (00:03) - Exploring Retargeting and Advertising Technology (00:05) - Building SDR and BDR Teams for Cold Outreach (00:06) - Account-Based Advertising and Its Challenges (00:07) - LinkedIn's Advantage in Advertising (00:08) - The Evolution of the Product Post-Acquisition (00:09) - The Acquisition Journey and Lessons Learned (00:12) - Using the Predictable Revenue Model Successfully (00:14) - Collaborating with RevBoss for Sales Success (00:16) - The Effectiveness of Email in Generating Meetings (00:18) - Founder-Led Sales and the Art of Storytelling (00:19) - Comparing Past and Present Reply Rates (00:21) - Analyzing Open and Reply Rates from the Past (00:23) - The Challenges of Cold Emailing Today (00:24) - The Genesis of Nubara from Market Challenges (00:28) - Building Nubara as a Solution for Warm Introductions (00:31) - Lessons Learned from Early Nubara Implementations (00:35) - Overcoming Challenges with Automation and Control (00:37) - Cold Email's Role in Nubara's Value Proposition (00:39) - Potential of Nubara in the Sales Tech Stack (00:41) - Nubara's Mechanism for Brokering Warm Introductions (00:43) - The Future of Outbound Sales and Lead Generation (00:46) - Insights on the Sales World Before and After AI (00:46) - How to Connect with Rodrigo Fuentes and Try Nubara

Matt Plank is Rippling's Chief Revenue Officer where he oversees all Sales and Account Management functions in the US and Internationally. Matt joined Rippling in the very early days when Parker Conrad (founder) was building V1 in a basement with $0 in revenue. Today the company is a market leader with 100s of $Ms in ARR. Prior to Rippling, Matt was a Sales Director @ Zenefits where he helped the company scale to $70M in ARR.  In Today's Show with Matt Plank We Discuss:  08:25 Challenges and Strategies in Outbound Sales 10:29 Building Effective Sales and Marketing Partnerships 13:37 Founders and Sales Playbooks: Who Should Create Them? 20:45 Pricing Strategies and Customer Success 24:43 Discounting and Urgency in Sales 33:57 Building Relationships for Successful Deals 34:22 Effective Deal Reviews: Asking the Right Questions 35:30 Pipeline Reviews: Frequency and Participants 35:59 Handling Deal Slippage: Acceptable vs. Non-Acceptable Reasons 39:17 Maintaining Morale in Volatile Times 42:14 Outbound Sales Strategy: Lessons Learned 46:03 Scaling Sales Teams: Hiring and Promoting 47:15 Challenges and Strategies in International Markets 01:00:45 Signs of Scaling Issues in Sales Leadership  

In this episode of The D2D Podcast, host JP Arlie chats with Thomas K. Lundberg, founder of Sellify AI, a platform that combines cutting-edge AI technology with proven sales strategies. Thomas shares how his journey in door-to-door (D2D) sales, including his record-breaking start at Fox Pest Control, led to the creation of Sellify AI, a tool designed to help sales teams maximize their lead conversion and upselling potential.Thomas discusses the challenges and opportunities AI presents for door-to-door sales, particularly in streamlining customer interactions through SMS and email. By leveraging AI-generated conversations, Sellify AI helps companies drive more sales, re-engage past clients, and set appointments seamlessly—without the need for constant manual input. Whether it's upselling pest control services or cross-selling other home services, Sellify AI enables businesses to automate these processes with highly personalized, human-like conversations.Thomas also explores the potential for AI to support growth in pest control, HVAC, and solar industries, offering real-world examples of how AI can increase conversion rates by handling inbound and outbound interactions. He emphasizes the importance of personalized engagement, explaining how Sellify AI ensures that every message feels tailored and natural, significantly boosting customer satisfaction and retention.You'll find answers to key questions such as:How can AI tools improve door-to-door sales processes?What are the benefits of personalized, context-aware messaging in sales?How can smaller sales teams use AI to scale efficiently?What role does AI play in customer retention and upselling?How does a commission-based AI model align with business growth?Get in touch with Thomas K. Lundberg and Sellify AI:Website: Sellify AI -  https://sellifyai.com/ LinkedIn: Thomas K. Lundberg -  https://www.linkedin.com/in/thomas-k-lundberg 

After a bit of a hiatus, we're back! In this highly anticipated episode, host Ryan Reisert dives deep into his passion for outbound sales.

We're thrilled to have Ryan Reisert on this episode of The B2B Playbook! Ryan is an outbound sales coach, go-to-market consultant, and author of "Outbound Sales, No Fluff." He shares the secrets behind Phone Ready Leads—a revolutionary system that increases connect rates while saving time.In this episode, we explore Ryan's journey, the math behind sales success, and how to align sales and marketing for greater efficiency. Ryan also breaks down his famous “buckets” process for prioritizing leads and how to catalogue your market to maximize results.Tune in and learn:+ Why connect rates matter and how to improve them+ The importance of shifting from lead gen to demand gen+ How to align sales and marketing for long-term growthThis episode is a must-watch for B2B marketers and sales teams ready to level up their outbound game.-----------------------------------------------------SUBSCRIBE to our channel: https://www.youtube.com/@theb2bplaybookSUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletter/GET the latest CONTENT: https://theb2bplaybook.com/-----------------------------------------------------00:00 Introduction: Solving the Connect Rate Problem02:00 Ryan's Journey into Sales and Marketing04:50 The Birth of Phone Ready Leads07:30 Understanding Sales as Math and Strategy10:20 Building Effective Lead Scoring Systems13:00 The Role of Technology in Outbound Success15:40 Shifting from Lead Gen to Demand Gen18:30 Navigating the Buyer's Pyramid21:20 Aligning Sales and Marketing for Better Results24:00 The Power of Personalization in Outbound26:40 Training Reps for Consultative Outbound29:20 Cataloging the Market: Strategies for Success32:00 Creating a Unified Funnel for Sales and Marketing35:00 How to Build Trust Through Quality Conversations38:00 Final Thoughts and Call to Action-----------------------------------------------------

Are you struggling to cut through the noise and connect with your ideal clients? You're not the only one. In the ever-changing world of outbound sales, it can be difficult to know the best ways to niche down and connect with your ideal clients. Adam Robinson is here this week to share his unique perspective on the changing landscape of sales and marketing, emphasizing the power of organic social media content and the importance of building trust with prospects. From his unconventional branding approach to his transparent, storytelling-driven content strategy, Adam offers a refreshing take on how agencies and B2B service providers can adapt to the evolving demands of today's buyers. This week, episode 238 of The Digital Agency Growth Podcast is about navigating the evolving landscape of outbound sales! Watch our latest video training, How to Take Charge of Your Agency's Future Revenue. During this training, you'll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.In this episode of The Digital Agency Growth Podcast, Adam Robinson shares the importance of building trust and personalized outreach and actionable steps you can take right now to stand out in your market. Adam Robinson is the Founder/CEO of Retention.com and RB2B. Adam bootstrapped Retention.com to $22m ARR in 4 years by helping ecommerce stores identify their anonymous website visitors and send them triggered emails. He launched RB2B in March of 2024 to help SaaS companies identify anonymous website visitors and see their LinkedIn profiles in Slack for free! Adam lives in Austin, TX with his wife Helen and daughter Emma.In this episode, Dan and Adam discuss the following:The benefits of identifying anonymous site visitors and sending LinkedIn profiles to Slack.The concept of humanizing data and the impact of seeing a face on a site visit.The decline of cold outreach and the increasing importance of inbound and organic social media content.Adam's perspective on LinkedIn evolving into an edutainment platform and its impact on content creation.Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and our Video training at http://salesschema.com/takecharge CONNECT WITH ADAM ROBINSON:LinkedInRetention.comRB2BCONNECT WITH DAN ENGLANDER:LinkedInSales SchemaStop relying on unpredictable referrals and take control of your agency's future growth. Go to salesschema.com/takecharge to access the free training now.

In this episode of Content Briefly, we've interviewed Robyn Showers, Director, of Content Marketing at Apollo.io, and discussed what it is like to be in a mature company with an established content program, the story behind Apollos' book publishing, and more.This episode is brought to you by our friends at Minuttia (https://minuttia.com).************************Timestamps:00:00 Intro03:03 Who is Robyn Showers?03:35 Robyn's background.06:25 What is Apollo.io?08:39 Writing approach at Apollo.io.10:37 Apollo.io's content program.13:53 The story behind the Outbound Sales book.19:01 The process for writing and publishing the book. 22:33 What is Appolo Magazine?26:10 Managing the content program for an established company.31:48 How are the industry changes affecting Apollo's content strategy?36:28 Learn more about Robyn and Apollo.io and get in touch.37:19 Outro************************Useful Links:Robyn on LinkedIn: https://www.linkedin.com/in/robynshowers/https://www.apollo.io/academy/guides/pipeline-generationhttps://www.amazon.com/dp/B0DHJ7VWJ9************************Stay Tuned:► Website: https://www.superpath.co/► YouTube: https://www.youtube.com/@superpath► LinkedIn: https://www.linkedin.com/company/superpath/► Twitter: https://twitter.com/superpathco************************Don't forget to leave us a five-star review and subscribe to our YouTube channel.

Today Andy is joined by an outstanding panel of sales experts including Jarron Vosburg, VP of Growth at JumpCrew, Jonathan Bregman, Founder and CEO at Yess, and Andrew Barry, Founder of Curious Lion. to explore the integration of sales and marketing, founder-led initiatives, and the evolving impact of AI on B2B sales. They look at different sides of the AI tools vs traditional strategies argument, personalized and scalable approaches, and the role of intent data in sales performance. They give practical advice on engaging high-value prospects, leveraging LinkedIn, and the importance of authentic content creation for early-stage companies.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

Elric Legloire talks to SaaS companies and Sales leaders on a daily basis. He shared his learnings: 1. Hiring SDRs should be your superpower 2. To stand out, your SDRs need to be personal and relevant 3. How to consider if you even need Outbound sales right now *Need SDRs/BDRs or sales people to grow your B2B business? - Check out our experienced & vetted candidates here: https://sdrhire.ck.page/4135d244ab As a former SDR, and an SDR manager, who turned outbound sales consultant, Elric Legloire runs a very popular podcast called Outbound Kitchen (ex SDR Game). He recently went all in on his entrepreneurship journey and launched a consulting business and a paid newsletter with crazy good outbound sales tips - sign up here: https://www.linkedin.com/pulse/announcing-tasting-menu-newsletter-elric-legloire-uksce/?trackingId=eVNuXaJwQrS0ABo0LcNbOg%3D%3D Connect with Elric: https://www.linkedin.com/in/elriclegloire/ Connect with Stefan: https://www.linkedin.com/in/stefan-conic/ Hire remote SDRs at: sdrhire.com Key Timestamps (00:00) - Introduction to Hiring SDRs & The Importance of Relevance in Prospecting (01:12) - Podcast Introduction and Guest Introduction (02:33) - Transition to Entrepreneurship & Outbound Kitchen Consulting (06:38) - Challenges in Launching Outbound Sales (07:10) - The Current State of Outbound Sales (11:45) - Two Scenarios for Companies Considering Outbound Sales (15:01) - Effectiveness of Different Outreach Channels (17:55) - LinkedIn Outreach Strategies & Best Practices (23:08) - Experiences with Chilly Piper (27:14) - From SDR to SDR Manager at Chilly Piper (29:53) - Insights on Hiring SDRs & The Importance of Getting the Right People (41:01) - The Impact of AI on SDRs and Outbound Sales (43:59) - Closing Remarks & Appreciation for Industry Insights

Want higher win rates, larger deal sizes, and faster closing times? Join Jason Bay in his conversation with Mark about outbound sales. Discover the mindset shifts and strategies that differentiate elite sales professionals from the rest. Jason and Mark unpack the essentials of proactive engagement and the importance of sales teams actively filling their pipelines. Let's dive into the strategic elements that make outbound sales thrive in any economic condition. Plus, leadership is crucial in these efforts, and you'll hear how frontline leaders can lead by example and effectively coach their teams.    ◩ About the Guest ◩ Jason Bay is founder and CEO of Outbound Squad. He was recognized by Salesforce as a Top 27 Sales Influencers to Follow in 2024. Find out more at https://outboundsquad.com/  

This is an except from the Topline podcast with Sam, AJ, and Asad Check out their GTM podcast here: https://www.joinpavilion.com/blog/tag/topline-podcast Things you can steal Join our newsletter

In this episode of Tech Sales Insights, Randy Seidl is joined by Paul Irving and Scott Barker from GTM Fund to delve into the dynamics of go-to-market (GTM) strategies and best practices. Scott, who also runs the GTM podcast and newsletter, along with Paul, the Platform Director, share their extensive experience and insights from investing in B2B SaaS companies. They discuss the evolution of outbound sales, leveraging relationships for warm introductions, and the impact of AI on sales tactics. Additionally, they touch upon the importance of personalized communication, the value of data-driven strategies, and the significance of marquee hires. With humorous anecdotes and practical advice, this episode offers a comprehensive overview for anyone looking to enhance their GTM approach.KEY TAKEAWAYSThe Power of Relationships: Leveraging your network and warm introductions is key to successful outbound sales, especially in the competitive B2B SaaS space.Outbound Sales are Alive and Thriving: Despite challenges, outbound sales remain a critical component of GTM strategies. Creativity and critical thinking are essential for success.The Value of GTM Expertise: GTM Fund's unique approach, combining investment with operational support, has proven invaluable for startups looking to scale effectively.Respecting Social Capital: When asking for introductions, be meticulous in your preparation and mindful of the social capital you're leveraging.QUOTES"Outbound sales are not dead; they just require more creativity than ever before.""Capital is a commodity; value lies in the network and the execution support we provide.""Treat every warm introduction with care; it's social capital that you must respect."Find out more about Scott Barker and Paul Irving through the links below:Scott Barker's LinkedIn: https://www.linkedin.com/in/ssbarker/Paul Irving's LinkedIn: https://www.linkedin.com/in/paulsirving/This episode is sponsored by Phone Ready Leads, the Audience Activation sponsor of the Sales Community. Sales teams using Phone Ready Leads® average a 21.3% dial-to-connect rate with key decision makers (A live conversation every ~5 dials), and average ~10 conversations with key decision makers for every 50 outbound dials they make.

Today's episode welcomes Gail Kasper - the world's leader in customization for sales keynote speeches and training programs. She is the creator of the Systematic Attitude Development-Technique™️ (SAD-T™️) and Cockatoo Selling, an innovative advanced sales program. These concepts are described in detail in her books Unstoppable: 6 Easy Steps To Find And Achieve Your FIRE and Sell Like A Cockatoo: How To Master The New Way Of Selling In A Rapidly Changing World. She's also a 2x TEDx Speaker, TV Host, sought after podcast guest and sales trainer who gets in the trenches with her clients to guarantee that they achieve their desired outcomes.When Gail started out in sales, she was selling training programs making only commission. Soon enough her first media opportunity arrived hosting a weekly TV show, which ultimately got her fired from the training company. With only 1 active coaching client, she started getting more work within the clients firm, eventually moving across regional offices all the way to holding lectures at their companies training university. College dropouts finding sales is a tale older than time. The reason why to this day companies still choose to hire them for sales positions is simple - when you don't have a fallback, you're much more likely to be self driven, which is a huge asset in sales. Both Gail and Kevin agree that in 2024 salespeople have gotten lazier, which could be attributed to the variety of tools, automations and AI workflows that have become easily accessible to everyone. Unfortunately for them, in the current economic climate doing the bare minimum and overly relying on tools is no longer a sustainable strategy. Tune into the full episode to learn how to Sell Like A Cockatoo!Key Insights: 00:57 How Gail started in sales & media02:02 Do salespeople lack drive in 2024?04:07 How to succeed in sales today06:03 Gail's approach to coaching engagements12:02 The Cockatoo framework 15:17 Driving outcomes for sales teams21:47 How Gail helped recoup a $30 mil. loss24:36 What makes a great seller28:08 Sales keeps the lights onConnect with the guest, Gail KasperConnect with the host, Kevin Warne

Today's episode welcomes Marcos Moura, Co-Owner and Chief Development Officer at Amada Senior Care, a franchise business that provides home care for seniors. Amada is one of the only senior care companies in North America that offers in-home non-medical care as well as assisted living placement consulting services. Amada Senior Care was founded by two college football players - Tafa Jefferson and Chad Fotheringham. When they graduated, Chad went into the pharmaceutical industry while Tafa went on to be drafted into the NFL. Tafa's NFL run was cut short after the first year, so he immediately started shaping his post-NFL career and looking for his next north star. He took his moms advice and called up Chad, and that conversation ultimately led to them founding Amada Senior Care. Together they scaled Amada Orange County to $8 million in gross billings.Franchising wasn't part of the initial vision. After a dear friend of Marcos, Robert Christensen, was fired from Pfizer, he wanted to begin his own entrepreneurial journey. He then called Chad and asked if he could start an Amada Senior Care franchise in Washington. Chad was in, and the franchise model of Amada officially began.Every big purchase carries a certain level of risk, but buying a franchise is on the upper echelon of that spectrum. Instead of buying something that either will or won't meet your expectations, you're making a bet on yourself and your ability to consistently show up, perform, and find solutions to evergreen problems. When selling someone on the idea of becoming a franchisee, understand that your TAM is tiny - so every opportunity counts tenfold.  Tune into the full episode to learn more on how to sell franchises! KEY INSIGHTS:01:02 The origins of Amada Senior Care06:52 How to sell a franchise08:31 Finding the right franchisee12:46 How to find your first 10 franchisees 16:26 Building a franchise sales team19:31 Setting up KPI's for a franchise sales team23:58 What it takes to succeed in sales26:46 Thriving in a growing market 32:01 Learning to leverage extra resources35:24 What you should know before franchising Connect with the guest, Marcos MouraConnect with the host, Kevin WarnerCheck out Amada Senior Care

In this week's mini-episode, the conversation revolves around a question from a new SVP of Sales and Account Management who is tasked with shifting the company's marketing strategy from 90% inbound to a 50-50 inbound-outbound split. Is it possible to make a pivot like this in just one year? Enjoy the mini-episode? Join the Topline Slack channel to engage with hosts, guests, and other listeners and subscribe to Topline Newsletter.

Join Adam Larson as he chats with Luke Deka, the Chief Executive Officer and Founder of Growbots, about overcoming outbound sales challenges in small and medium-sized businesses. Luke shares his wealth of expertise, offering practical advice for accountants looking to move beyond referrals and confidently approach outbound sales.In this episode, you'll learn:How to transition from referral-based growth to proactive outreachEffective techniques to stand out in today's digital marketplaceThe role of AI in enhancing outbound sales effortsStrategies for personalizing your message and measuring successLuke provides real-world examples and actionable steps to help elevate your sales game. Whether you're an experienced accountant or just starting out, this episode is packed with valuable insights to help you scale your business.

Today's episode welcomes Sahil Mehra, Head of Strategic Sales at Nooks - an AI-Powered Parallel Dialer & Virtual Salesfloor powering the best SDR and BDR teams. They help train the team, boost conversion rates, and multiply connect rates all while having fun in the Nooks platform. Sahil also has 6 years of experience running a go-to-market agency for B2B tech companies.Sahil's path to his previous agency started by working as an SDR, AE and Sales Leader in multiple tech startups. Over the years, he realized that all early stage startups suffer from the same GTM caveat - they don't have a recognisable brand.This becomes a huge inefficiency for revenue teams, as your sellers are seeing unfavorable engagement metrics across the sales process and get stuck building trust from 0. A big part of building a known brand is working with those who your ICP already trusts - that's why Sahil took a full-cycle sales approach with his clients to make sure they close logos that bring much needed credibility to new brands.If you blindly follow every LinkedIn thought leadership post when tweaking your GTM motion, you're very likely to fail. A huge portion of content has one single goal - explain why you're in pain and position a product as the solution. This often leads to people investing in methods that don't work in their market. Tune into the full episode to learn more on how to build an outbound motion that works in 2024!KEY INSIGHTS:01:07 Why early-stage startups have bad sales metrics03:10 Oversimplification of outbound sales04:45 Why most GTM advice doesn't work for you06:58 More tools =/= more results11:01 Building a cold calling culture14:10 Remote vs in-office sales 18:45 Email only won't cut it in 202422:28 The future of outboundConnect with the guest, Sahil MehraConnect with the host, Kevin WarnerCheck out Nooks

In this episode, Jake engages in a conversation with Mike Kavanagh, the RVP of SMB Sales at Zendesk, recognized for his deep expertise in technology sales and GTM strategies. They discuss the evolving challenges of outbound sales, highlighting common pitfalls such as overly product-centric messaging rather than customer-centric solutions. Together, they explore the necessity of strategic planning adaptations, the impact of AI tools like CustomGPTs, and the crucial role of data-driven optimization in boosting outbound effectiveness in today's competitive B2B sales landscape.______________________________________________Follow Mike Kavanagh:Connect with Mike Kavanagh on Linkedin:https://www.linkedin.com/in/mikejkavanagh/______________________________________________If you use Outreach, you need Performance Pulse: https://skaled.com/services/performance-pulse/______________________________________________What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?Order your copy of the book and join The Innovative Seller Community: Book: https://www.jakedunlap.com/the-innovative-sellerCommunity: https://www.jakedunlap.com/the-innovative-seller-community______________________________________________DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live______________________________________________AI Unleashed: https://bit.ly/ai-unleashed-seriesAI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro______________________________________________Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter______________________________________________Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

Today's episode welcomes Evan Dunn, Head of Marketing at ServiceBell - a SaaS platform that enables their users to create first party intent and convert it into pipeline using the best account-based tactics across inbound, outbound, and marketing channels.In rare cases, an executive that isn't the CEO or Founder becomes the leading voice in the company they work for. When Evan joined ServiceBell 8 months ago, he quickly realized that their product is in a great position to capture market share from giants like Drift and Qualified.com. Then it became apparent that their platform was both an inbound and outbound solution, which led them to the term “allbound”. Evan saw the opportunity to evangelize this fairly underserved category, so he got to work and became one of those rare individuals that becomes synonymous with the brand and the category.The concept of an allbound approach isn't new, but it's certainly lost on many. Relying on only educating the 97% of buyers who aren't in the market or only trying to capture the 3% that are ready is a losing strategy, as it doesn't account for the fact that buyers make decisions based on circumstances that are outside of the go-to-market teams control, which means you should have both your inbound and outbound functions dialed in throughout the year. It's much less important to figure out the right sequence as it is to stay consistent across all channels.Tune into the full episode to learn how to build an Allbound approach to revenue!KEY INSIGHTS:00:35 Evan's Sales Transformation06:55 What makes a good B2B role?10:42 How Evan chose the Allbound category12:52 The importance of Demand Generation18:01 The tech bubble of workaholics 21:47 There's too much noise in tech30:02 The right way to use AI in go-to-market36:42 Utilizing video in your sales process43:04 How to pick the right channels44:12 Handling competition in a crowded spaceConnect with the guest, Evan DunnConnect with the host, Kevin WarnerCheck out ServiceBell

Episode: 14 Chapter Fourteen of Anyone, Not Everyone highlights the power of vertical outbound sales and marketing strategies, stressing the importance of proactively reaching out to potential clients within a targeted vertical market. It introduces the concept of the Zone of Indifference, where the majority of clients are neither actively seeking nor strongly opposed to new services, and emphasizes the necessity of targeted, personalized outreach, using unique and memorable gifts (USI gifts) to make a warm and lasting impression. The chapter also notes common outbound mistakes and provides practical steps for effective outbound campaigns. Reminder that this is a chapter in Corey Quinn's book, Anyone, Not Everyone. Over the next few weeks, we'll be releasing a few chapters at a time so that you can escape founder-led sales. If you want to read or listen to the entire book today, then visit www.AnyoneNotEveryone.com and pick up a copy.