B2B Power Hour: Recent Episodes
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Learn modern sales with industry experts. From cold emailing to enterprise prospecting, we help sales reps & AEs power up their approach. Join us for weekly live shows and interviews with industry experts discussing what works and what doesn't in the remote sales era for cold outreach, social selling, prospecting, account strategy, discovery, and more.
It's the final episode. We're signing off after 200 episodes and celebrating the journey of the show together.
As we approach episode 200, we're reflecting on the growth of the show to date. Nick is in the hotseat! Morgan throws him challenging questions and they reflect together on more than 2.5 years of the show – and what lessons Nick learned from hosting and recording hundreds of episodes.
As we approach episode 200, we're reflecting on the growth of the show to date. Morgan is in the hotseat! Nick throws him challenging questions and they reflect together on more than 2.5 years of the show – and how they grew from a 30-minute live show called #InSyncTV into a podcast with tens of thousands of downloads.
An episode so good we had to play it twice.Do you want to perform at the highest level of enterprise sales? What if you could learn the exact skillset, mind frame, and framework it takes to accomplish your goals right from a podcast episode? On this episode of the B2B Power Hour, we talk to Ian Koniak. He's the founder of Ian Koniak Sales Coaching Inc. and former strategic account director at Salesforce, where he managed some of its largest enterprise accounts. We break down exactly what it takes to make it in enterprise sales, from how to set achievable goals to seeking agents of change within your target organizations. Plus, Ian gives us an exclusive look at his brand-new PREDICT framework for qualifying enterprise prospects and effectively sealing the deal. You'll hear how Ian went from door-to-door copier sales (yes, really) to closing multi-million dollar deals.
An episode so good we had to play it twice. Morgan sits down with Breezy Beaumont, former Head of Growth & Marketing at Correlated, to discuss product qualified leads (PQLs) and how they transform a product-led growth strategy. They dive into building revenue intelligence, PQL vs. MQL vs. SQL, how sales changes in a product-led company, and building the revenue teams of the future. Get ready for a serious knowledge drop from one of the leaders in product-led revenue.
An episode so good we had to play it twice. Most sales professionals force themselves to work for free because they didn’t invest in their list.They end up gambling for meetings, getting few responses, and the few demos that do get scheduled don’t turn into sales.Dialing in an account list is the biggest leverage point to make every activity count.Time to bust through quota ✨Join us for this B2B Power Hour workshop on:✅ How to map out your total addressable market✅ How to conduct a win-loss analysis✅ How to dial in a list✅ How to refine the list as you’re learning...and more!Between identifying the best accounts to using your insights for better approaches, we’re diving deep into building an effective list. Join us to find out how.
Prospecting is one of the most critical skills a salesperson can have to contribute to the success of a sales engine. Yet, with the introduction of multiple selling channels, what were previously considered reliable prospecting strategies have become obsolete. Gone are the days of picking up the phone and making a sale. To be successful at prospecting in 2023, leading sales professionals must sharpen their social selling skills. On this episode of B2B Power Hour, Morgan and Nick join Jonathan Fischer and the Evolved Sales Leader to discuss how to adopt social selling as a prospecting strategy and outline a workable plan for social selling success in 2023. Listen in as we discuss:Adapting to social sellingThree major myths of social sellingHow to create a successful social selling planDefining and utilizing your sales superpowers in 2023
Are traditional job-hunting strategies still effective in today's competitive global talent market? In this episode, career strategist and founder at Win Every Interview, Sarah Filipiak challenges traditional job-hunting strategies and emphasizes the need to redefine success in the current job market. From understanding one's own value to aligning personal values with company values, Sarah provides practical advice for job seekers to stand out, create meaningful connections, and find career fulfillment.Redefining your understanding of success based on personal values and fulfillment, rather than external factors like titles and prestige.The importance of building long-term relationships with employers who advocate for growth and support personal development.How to transform interviews into conversations, by providing real-world examples and context to showcase abilities, rather than relying solely on metrics and data. Demonstrating enthusiasm, understanding, and a strategic approach can leave a lasting impression on interviewers.Instead of trying to fit into every job description, job seekers are advised to focus on their unique qualifications and value. Highlighting thought leadership, digital sophistication, and alignment with a company's mission and values can set candidates apart in a competitive global talent pool.
An episode so good we decided to play it twice.
Jump back in with another replay episode as we dig through some of our best and topics to bring back to light!
It might sound strange, but did you know sales reps aren't actually the ones who close deals?
Buyers. Close. Deals. Not sales reps.
On this episode of B2B Power Hour, we talk to Nate Nasralla, the founder of Fluint. He shares how to close more deals even when you aren't in the room, ways to identify and equip your champion, and the best way to communicate with your prospect's organizations.
Listen in as we discuss:
- How all companies (or at least sales managers) focus on a two-step plan for a stronger selling process and higher close rates.
- The most commonly overlooked aspects of buyer messaging and how to overcome them.
- Learning how to make your sales materials blend in as internal documents can be a huge win.
- How using language that shows you're empathetic and perceptive towards someone’s pain points, they're going to gravitate towards you.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Nate Nasralla on LinkedIn: https://www.linkedin.com/in/natenasralla/
Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more atb2bpowerhour.com/join.
A great sales leader is like a conductor of an orchestra. They guide each individual instrument, knowing their strengths and weaknesses, and has positioned their players for the success of the composition.
As a sales conductor, do you know your orchestra? Or do you leave each day crossing your fingers for a successful opening night?
In this episode, Matt Green – CRO at Sales Assembly – shares insights on effective communication, understanding individual motivations, and creating a successful team culture. From the importance of transparent communication and empathy to the challenges of transitioning from founder-led sales to a sales organization, Matt offers practical advice for sales leaders looking to build and motivate high-performing teams.
Listen in as we discuss:
- The importance of overcommunicating rather than undercommunicating, especially in the remote or hybrid team environment. Transparent communication reduces anxiety, builds employee confidence, and boosts productivity.
- Three key factors that influence motivation - money, mission, and recognition. Successful sales leaders tailor their coaching and interactions based on each team member's unique combination of these factors.
- Challenges sales leaders face, such as developing effective communication skills, balancing multiple responsibilities, and transitioning from founder-led sales to a true sales organization.
Follow Morgan Smith on LinkedIn: https://www.linkedin.com/in/morganjsmith/
Follow Matt Green on LinkedIn: https://www.linkedin.com/in/matthewcorneliusgreen/
Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.
An episode so good we decided to play it twice.
Jump back in with our first replay episode as we dig through some of our best and topics to bring back to light!
Running sequences on LinkedIn seems time-intensive. Obnoxious. Manual. Have you seen Sales Nav's inbox?!
You're probably thinking a sequence is based off profile views, DMs, and InMails over days and weeks. And companies then try to automate this for scale. (Obviously... it fails every time)
Here's the secret: nurturing leads is actually the easiest to scale with little to no software at all on LinkedIn. You just need to focus on the right activities.
Join us for this B2B Power Hour workshop on:
✅ Using Sales Navigator to identify and track leads
✅ How comments can change your booking rate
✅ Why content is the salesperson's best friend
✅ Timing your outreach to leads
Join us to learn how to nurture leads on LinkedIn without buying new software or becoming a professional scroller.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more atb2bpowerhour.com/join.
Sales is not a "one-size-fits-all" profession. The problems sales professionals face are wide ranging and cover all sorts of topics: prospecting, discovery, prospect relationships, and more.
We launched Sales Support to help you get answers to your sales challenges. Call +1 (303) 578-8581 to get your question answered... and maybe even featured in a future Sales Support episode!
In this second edition episode of Sales Support, join our sales experts as they break down answers to real questions such as prospecting strategies, discovering entry-ways into your target companies, and more.
Listen in as we answer questions and discuss:
- What types of research will give you an edge when deploying account prospecting strategies?
- How do you reach decision makers when the majority of your target clients are off-shore, but your contacts aren't capable of getting you to where you need to go?
- When your target client accepts your connection request, what comes next? A personalized message? A pitch to your newsletter? A recommendation to you favorite ice cream shop?
- How can sellers find prospects where they already are, and how can you be prepared when you find them?
Again, if you have a sales challenge and you want a sales expert to answer your question, then call today: +1 (303) 578-8581
Follow our illustrious team of sales experts from today's episode:
Stephanie Benavidez on LinkedIn: https://www.linkedin.com/in/melissagaglione/
Sarah Filipiak on LinkedIn: https://www.linkedin.com/in/saad-khan-73329013b/
Riley Blaisdell on LinkedIn: https://www.linkedin.com/in/rileyblaisdell/
Nicholas Thickett on LinkedIn: https://www.linkedin.com/in/nicholasthickett/
Morgan Smith on LinkedIn: https://www.linkedin.com/in/morganjsmith/
Liked what you heard today? Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.
Sales is not a "one-size-fits-all" profession. The problems sales professionals face are wide ranging and cover all sorts of topics: prospecting, discovery, prospect relationships, and more.
We launched Sales Support to help you get answers to your sales challenges.
Call +1 (303) 578-8581 to get your question answered... and maybe even featured in a future Sales Support episode!
In this kickoff episode of Sales Support, join our sales experts as they break down answers to real questions such as LinkedIn prospecting plans, outbound sales strategies, and when to know if rescheduling that demo is appropriate or not, and more.
Listen in as we answer questions and discuss:
- What are the next steps after a prospect accepts a LinkedIn request? Send a thank you message? Interact with their content? Ignore it altogether? What should your tone ideally be?
- How to approach rescheduling a meeting or demo with a client, when it's appropriate, and potential condensed plans if a reschedule or shortened time is needed.
- Why cold calling might work (and might not) to different personas in technology companies
- How to navigate a scenario where your employer doesn't support you properly with the technology and tools needed to succeed.
Again, if you have a sales challenge and you want a sales expert to answer your question, then call today: +1 (303) 578-8581
Follow our illustrious team of sales experts from today's episode:
Melissa Gaglione on LinkedIn: https://www.linkedin.com/in/melissagaglione/
Saad Khan on LinkedIn: https://www.linkedin.com/in/saad-khan-73329013b/
Caspian Lewke on LinkedIn: https://www.linkedin.com/in/caspian-lewke/
Morgan Smith on LinkedIn: https://www.linkedin.com/in/morganjsmith/
Liked what you heard today? Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.
You've started building trust with a prospect, they're loaded and ready to go in Hubspot, but months later despite calls, emails, and LinkedIn post tags, you never hear from them again.
Are your buyers ghosts or just ghosting you?
In this episode of the B2B Power Hour, Morgan and Nick shine a light on why your buyers are ignoring you, and how you can avoid buyer rigor mortis from the beginning to the end of your deal.
Listen in as we discuss:
- Three major reasons why your buyers aren't buying from you
- Why generally accepted sales strategies such as "buzzword soup" and upselling a customers painful problem from a product to a package won't develop the clarity and trust that your buyer is craving when approaching you about your product.
- How to clearly position yourself to compete with similar products and companies
- How empathy over persistence will help build the trust you need with your buyer to keep them engaged in the deal. Your buyer is risking something by getting involved with this product whether its their reputation at their company or the money they're investing to solve their issue, they need to know that you as a seller are truly helping rather than trying to skim a buck.
Follow Morgan Smith on LinkedIn: https://www.linkedin.com/in/morganjsmith/
Follow Nicholas Thickett on LinkedIn: https://www.linkedin.com/in/nicholasthickett/
Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.
If the relationship with your potential buyer isn't built on trust from the beginning, you can't gauge your deal, and prospects can't feel secure in their decision.
Fortunately, in 2023 one of the biggest tools in building trust straight from your first outreach, is video prospecting.
In this episode of the B2B Power Hour, Nick dives into what makes or breaks exceptional video prospecting with sales and video prospecting expert, Chris Bogue.
Listen in as we discuss:
- How video helps sellers become a trusted face on their screen to converse with, be educated by, and ultimately buy from.
- How understanding psychology in sales will help sellers create videos that will teach about their product rather than sell, leaving the door open for buyers to continue the conversation.
- Why sellers who approach video prospecting with foresight, rather than just throwing something together and hoping it sticks, have greater success and build quicker and stronger relationships with their prospects through maximizing their prospects time.
- How putting in the time to create engaging, entertaining, and educational videos will differentiate your outreach from just a cold email, and helps avoid the potential buyer to feel talked at rather than intrigued.
Follow Nicholas Thickett on LinkedIn: https://www.linkedin.com/in/nicholasthickett/
Follow Chris Bogue on LinkedIn: https://www.linkedin.com/in/chris-bogue/
Join the One Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.
Sending the same canned outreach message shoved into a prospects inbox isn't going to get the response you're hoping for. Attaching video to your message needs to be more than just a commodity to your outreach.
Prospecting with a planned and prepared video can be the difference between a difficult prospect engaging with your outreach, and sending you to spam.
In this episode of the B2B Power Hour, Morgan dives into the preparation that goes into video prospecting with the queen of video prospecting and account executive at Deel, Melissa Gaglione.
Listen in as we discuss:
- How utilizing prepared and thoughtful video in your prospecting can change your results drastically by building stronger rapport, trust, and connection while also driving a higher response rate with your sales pipeline.
- Why sellers who approach video prospecting with foresight, rather than just throwing something together and hoping it sticks, have greater success and build quicker and stronger relationships with their prospects through maximizing their prospects time.
- How approaching video prospecting from a story-based angle, intent on teaching or exploring rather than pitching will build value in you and validate you as an expert of your product for your prospects
- Why sellers need to cater their outreach to their prospect's preferred outreach platform to truly count themselves as prospecting and get in front of their pipeline, whether that is LinkedIn, email, or even recommending a video call.
Follow Morgan Smith on LinkedIn: https://www.linkedin.com/in/morganjsmith/
Follow Melissa Gaglione on LinkedIn: https://www.linkedin.com/in/melissagaglione/
Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.
One of the most effective prospecting tools for salespeople in 2023 is a having a presence on social media. Posting, commenting, getting involved builds a relationship with your prospects that drives them to your page.
But once your prospects visit your profile, you need more than just a good message. The secret to building a pipeline and strengthening a salespersons social media presence is through video content, and doing it well.
In this episode of the B2B Power Hour, Morgan dives into all things video prospecting with media and sales extraordinaire, co-founder at SpliceVideo and Social Social, Nick Capozzi.
Listen in as we discuss:
- How to diversify your content by keeping it brief and laser focused on your target audience, thus avoiding the "pile-on" of information that often happens in cold outreach
- Why committing small amounts of time a day on planning and executing your content rather than wasting massive amounts of time planning every detail will keep yourself engaged in content, and help you create better, driving, video content for your socials
- What aspects of recording video really matter to your audience, such as your attitude and lighting, and ignoring the technical aspects your community isn't worried about
- How great content will trump any missteps made in your production, as it builds value and connection with your perspective clients. Just click record and adjust from there!
Follow Morgan Smith on LinkedIn: https://www.linkedin.com/in/morganjsmith/
Follow Nick Capozzi on LinkedIn: hhttps://www.linkedin.com/in/nick-capozzi/
Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.
The power behind account-based sales development lies in the personalization for your buyer personas. But too often sales reps find themselves further generalizing their target accounts, further away from their pipeline than ever before.
To truly understand account-based sales development, you have to get out of your comfort zone, look at your approach from other sets of eyes, and adapt your strategy to your target acccounts.
In this episode of the B2B Power Hour, Nicholas sits down with the undisputed expert in account-based sales development and CEO at Apex Revenue, Joey Gilkey to uncover the iceberg that is true, successful, ABSD.
Listen in as we discuss:
- Why it's better to take a more focused, organized approach to account-based sales rather than trying to Frankenstein a framework together without very much good data
- Where sales reps who are implementing account-based sales development are going wrong in their process, and how to course correct their strategy
- How to capture your potential clients with by tooling your messaging to be more consistent, vague and intrigue based rather than an outright one-and-done pitch
- How working to understand the perspectives of different roles in your company can help you better understand your buyer and develop a stronger account-based strategy
Follow Nicholas Thickett on LinkedIn: https://www.linkedin.com/in/nicholasthickett/
Follow Joey Gilkey on LinkedIn: https://www.linkedin.com/in/joeygilkey/
Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.
Content is a new, powerful channel for sellers to reach their buyers.
For sales reps to remain competitive, they must learn what content works, what content does not, and how to fine tune their own content creation.
In this episode of the B2B Power Hour, Morgan speaks with community growth expert, former chief evangelist at Challenger, current community growth at Lavender, Jen Allen-Knuth to answer the question: what works when creating content as a salesperson?
Listen in as we discuss:
- How creating content consistently can soften-up prospects for an easier sell
- Why sellers should approach content with the long-term selling relationship in mind, not just the short payoff
- How to create content that will help educate your prospect on you, and you to educate yourself on your prospects
- Why sellers should post their own insights to invite alternative points of view from other sellers and their prospects
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Follow Jen Allen on LinkedIn: https://www.linkedin.com/in/demandjen1/
Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.
One of the most powerful strategies for successful sales reps in 2023 is having open conversations with prospects, influencers, and other reps on LinkedIn.
In this episode of the B2B Power Hour, Morgan and Nick deep-dive into the future of sales, how sales reps are starting conversations and how those conversations can lead to accelerating deals all on LinkedIn.
Listen in as we discuss:
- Why many traditional sales channels have become obsolete; and what the best, current channels are
- Why sales reps need to be willing to adapts their sales habits to stay competitive in their market
- How to search for relevant, existing conversations and influencers on LinkedIn to join
- Why and how you should consistently give your insight on LinkedIn
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Follow Nicholas Thickett on LinkedIn: https://www.linkedin.com/in/nicholasthickett/
Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.
Creating content to build your pipeline can move at a snail race, but it’s a process that reaps rewards in the long-run.
In this episode of the B2B Power Hour, Morgan and Nick discuss how to create your content to achieve resonance with your audience, rather than just pushing it out and throwing up a prayer. By creating content for your specific target customers, you can build a long-term relationship with your potential customers right on the social platforms that they live on.
Listen in as we discuss:
- How to use content for nurturing and warming up potential customers
- How to link problems and pains to your content creation process
- Measuring the success of your content in more than just vanity metrics
- Optimizing your content using The Content Prism
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Follow Nicholas Thickett on LinkedIn: https://www.linkedin.com/in/nicholasthickett/
Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.
LinkedIn is a necessity in every seller’s tool belt – but what if it was just for pure networking instead of selling?
In this episode of the B2B Power Hour, Morgan sits down with LinkedIn community builder extraordinaire, account executive at Paycor, and fan of the show Riley Blaisdell to unmask the intricacies of developing your LinkedIn community.
Riley is a true expert at using LinkedIn to build community beyond simply selling – but deepening relationships with influencers, peers, and friends in the all-digital world we’re currently living in.
Listen in as we discuss:
- How to start using LinkedIn to your advantage, no matter if you’re a beginner or a veteran on the platform
- Strategies to organize your day and balance work with networking
- How developing thick skin to help you push through lulls in your content
- What drives someone to repeatedly return to your LinkedIn profile
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Follow Riley Blaisdell on LinkedIn: https://www.linkedin.com/in/rileyblaisdell
Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.
A lost art, outbound messaging is what separates bots from humans, and decent sellers from great ones. To capture your prospects' attention and trust, you need a proven framework. Welcome to the ultimate outbound messaging power play episode!
In this episode of the B2B Power Hour, Morgan and Nick compress their framework for outbound messaging inspired by the show’s brightest highlights on the subject. From Arjun Palai, SVP at Zoom Info to Jason Bay, Founder and CEO at OutBound Squad, fill in your outbound gaps from experts themselves.
Listen in as we discuss:
- Nick and Morgan’s three part outbound framework made up of segmentation, research, and articulation.
- Researching and developing realistic buyer personas
- Building on your resources to create “cheat sheets” to tailored messaging.
- Adapting with developing tools such as AI to stay on the forefront of current outbound strategies
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Follow Nicholas Thickett on LinkedIn: https://www.linkedin.com/in/nicholasthickett/
Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.
With skittish potential clients and new outbound tools right on the B2B sales horizon, cold calling can feel dated and unnecessary. Some companies are planning on calling it quits on cold calling altogether. But what if your sales team just doesn’t have the understanding of how to modernize their calls to consumers in 2023?
In this episode of the B2B Power Hour, Morgan dives into what drives the perfect cold call with outbound sales extraordinaire and sales leader at Vendr, Saad Khan. From selling in the trenches to rising as a sales leader, Saad brings a unique, organized understanding of what makes a good cold call great, and what transforms a great pipeline to a top-performing pipeline.
Listen in as we discuss:
- The seven-step framework to understanding your consumer and customizing your call to match their persona
- Accountability for BDR’s, as well as providing them with the tools they need to have authentic, interesting conversations with potential customers.
- Synchronizing sales, marketing, and other departments involved with your potential clients
- Breakdowns in communication, score cards, and other processes that may be neglected when they’re not being maintained
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Follow Saad Khan on LinkedIn: https://www.linkedin.com/in/saad-khan-73329013b/
Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.
As the world of outbound sales has evolved, sellers need new strategies to reach buyers. You need deeper skills and insights to stay ahead with your outbound sales strategy.
In this episode of the B2B Power Hour, Morgan sits down with founder at Death to Fluff, LinkedIn sales star, and Belal Beltrawy for a master class education on the essentials of great outbound selling in 2023.
Listen in as we discuss:
- The mental mindset required to be an elite performer.
- What you can learn from direct response copywriters in B2B sales
- Developing bold, creative messaging that breaks through to buyers on the phone and on email
- Techniques to increase the number of positive responses and conversations with prospects.
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Follow Belal Betrawy on LinkedIn: https://www.linkedin.com/in/belbatrawy/
Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.
Research is just as important as having a strong sales process. However, with so many moving variables in an ever changing market, getting the right information before launching an outbound campaign can feel like an impossible task even for the most experienced seller.
In this episode of the B2B Power Hour, hosts Morgan Smith and Nicholas Thickett deep dive into the fundamentals of research for enterprise accounts that can raise your prospecting success astronomically including including a win/loss analysis, internal research, using existing buying data, and more!!
Listen in as we discuss:
- List building and prioritization
- Champion identification
- Differentiating among the levels of N+ people in a buying process
- Importance of finding the right person and doing homework on the customer's business model
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Follow Nicholas Thicket on LinkedIn: https://www.linkedin.com/in/nicholasthickett/
Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.
When you’re growing your company, hitting sales goals can be an all encompassing endeavor. It's easy to slap a one-size-fits-all strategy onto a big group of potential customers.
But to truly develop your brand and bring in long-term customers, you have to understand and plan for their specific needs.
In this episode of the B2B Power Hour, Morgan sits down with business expert and current founder at Blueprint, Jordan Crawford to explore the importance of understanding customer needs and behaviors in driving growth for companies with specific examples from Tidio, Freshdesk, Gladly, and more!
Listen in as we discuss:
- The importance of targeted marketing and understanding customer needs
- The impact of customer feedback on target market and messaging
- The effectiveness of "selling the job to be done"
- Insights into how AI can be used to improve customer experiences
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Follow Jordan Crawford on LinkedIn: https://www.linkedin.com/in/jordancrawford/
Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.
We've dove into the archives of the B2B Power Hour and assembled the best wisdom we've dropped into this all out, first-of-its-kind Power Play Episode. Today's topic? Creating your LinkedIn profile. We're covering the three core principles for a great LinkedIn profile as a seller, informed by our hundreds of experiments and hundreds of profile reviews. Tune in to learn how to build your profile so you can send connection requests, earn responses, and have great conversations on LinkedIn.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.
Struggling to get your connection request accepted? This is the episode for you. We're diving into what to look for inside a prospect's LinkedIn profile. Listen in to learn the three profile themes to look for, the three questions to ask when visiting a profile, and the three types of messaging to use when reaching out to a prospect.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.
We've reviewed hundreds of LinkedIn profiles through our live profile review extravaganzas and our consulting work. What are the most common mistakes we see SDRs and AEs make on their LinkedIn profiles? Today we're diving in deep into the 12 most common problems we see when reviewing profiles – and what to do instead.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.
Mandy McEwen's top tip for SDRs selling on social: don't sell! SDRs use social to build meaningful relationships and qualify opportunities well before they enter pipeline. In this special interview, Mandy is breaking down what top SDRs do on social in 2023. From building a profile that isn't all about sales to deciding when to pitch (or definitely when not to), Mandy dives in to all the necessary strategies and tactics to succeed on LinkedIn as an SDR.
Mandy is Founder & CEO at Luminetics.io, a social selling training company. Find her here: https://www.linkedin.com/in/mandymcewen/
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.
Q1 has brought a few surprises: the wide range of new artificial intelligence (AI) tools, a topsy-turvy economy that's decimated banks, and a lot of rounds of layoffs across tech. We're discussing how to make sure you're not on the chopping block, the potential impact of AI, and why it's not just one individual's responsibility to solve the entire go-to-market strategy.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.
Antoine Marsden has a message to share: an expert SDR is looking beyond the sales stuff. They try and understand the person, the psychology, the impact of words, how people buy, why people buy. In this special interview, Antoine is breaking down what makes a great SDR in 2023. From tactical advice (like how much research you should do in advance of a call) to strategic pointers (like seeking to disqualify first), Antoine charts the path for SDR mastery.
Antoine is Co-Founder of SALESDRIIVN, a UK-based agency specializing in the creation of private, bespoke events for B2B companies. Find him here: https://www.linkedin.com/in/antoinemarsden/
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.
Sales development is in trouble. We're discussing why it doesn't align with how buyers buy, the misalignment between marketing goals and sales goals, compensation plans, why outbound sucks, and what to do about it. A new flavor of episode here on the B2B Power Hour – come and join for the hot takes!
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.
When we think about open-source, profit isn’t usually the first thing that comes to mind, but these communities have a powerful secret that we NEED to uncover.
We’re going to be figuring out how Open-Source approaches community
AND why it’s powerful driver for business ($$$)
Claus Ibsen, Senior Principal Software Engineer at Red Hat, is joining us to break down how software companies approach the community in open-source and why we need to pay attention.
Join us for this B2B Power Hour workshop on:
✅ What is different about software communities vs. "regular" social media?
✅ How should companies interact with open-source communities?
✅ Why is the experience worth investing in?
✅ What you can do today to access & leverage these communities!
Join us to learn how to unlock new value from your community on social media!
Follow Claus Ibsen: https://www.linkedin.com/in/davsclaus/
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.
Anyone tired of ChatGPT filling your feeds? Well just wait for the next couple of years...
AI is here to stay. But what is its actual power? How can sellers harness AI to improve their research, prospecting, and selling?
Collin Mitchell (Humantic AI), James Reichmuth (regie.ai), and Eric Nowoslaski (Clay) are joining the show to discuss where AI is at today, and how it will change selling -- forever.
Join us for this B2B Power Hour roundtable on:
✅ What can AI do today vs. what do we expect it to do in 2 years?
✅ Will AI replace sellers?
✅ How can sellers best leverage AI tools like ChatGPT?
✅ What impact will AI have in the sales process?
(AI even wrote this event description). Join us!
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Onboarding is a critical piece of your growth strategy, but that's not how it's treated
So, how do we go from compliance week to accelerator?
We're hosting a roundtable with GTM leaders Leslie Venetz & Tara Pawlak to understand how they're using onboarding as a tool to crush growth goals in 2023.
Join us for this B2B Power Hour workshop on:
✅ How does onboarding fit into the bigger growth strategy?
✅ Should onboarding be different for Sales & marketing?
✅ Does the future of enablement look like an in-house trade school?
✅ How do you track the ongoing performance of onboarding?
Join us to see onboarding fits into the bigger growth strategy to give your team a running start!
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
What does it take to properly onboard new SDRs and AEs?
With high turnover and stratospheric quotas, sales organizations need to figure out how to train and retain great talent.
Stephanie White and Stephanie Benavidez, two rockstar sales enablement leaders, are joining the show to break down what it takes to make the most of their first 60 days.
Join us for this B2B Power Hour workshop on:
✅ The difference between orientation and onboarding
✅ What is management's role in onboarding?
✅ What should be covered in the first 60 days?
✅ Does onboarding really ever end?
Join us to learn what it takes to properly onboard sellers and make the most of their first 60 days!
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
This week we are teaming up with Social Social to go ALL IN on social selling.
You’ll learn:
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The benefits of social selling
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Specific examples and ways social can be used for sales
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If your company/industry is even a fit for social selling
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How to navigate employer resistance and rules of engagement
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How to use comments to your advantage
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Exactly how much time you should commit to social activities
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What resource and tools are needed
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How long it takes to "work"
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
What’s the most critical area growth teams can build in 2023?
An aligned go-to-market.
This show started with a seller & marketer realizing they were on different paths. They decided to stop complaining about “sales/marketing alignment” and start building in public.
Season 3 is diving DEEP into what companies need to change to actually sell to new customers
And it requires more than just a better message 😵💫
Join us for this B2B Power Hour workshop on:
✅ Why experiments are winning over playbooks
✅ How sales & marketing actually should work together to win
✅ How to dial in your experimentation
✅ Frameworks to organize chaos
Join us as we introduce the biggest season to date that will challenge everything we know about reaching and selling to new customers in 2023.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit b2bpowerhour.com/join to learn more about The 1Up Club and our resource library.
Welcome to this special 5-part series on breaking into tech sales. We're hosting special conversations with sellers from non-traditional backgrounds, unpacking their story and discussing what they learned on their journey into tech.
Caspian Lewke is a Senior SDR at Gong, a conversational intelligence platform. But he actually got started in finance – first a stint at KPMG and then as an investment advisor at Fidelity before transitioning to tech sales. We talk his excellent meme game on LinkedIn, how humor infuses his entire approach, why you should capitalize on your unique strengths -- and how finance prepared him for executive-level conversations.
Connect with Caspian Lewke: https://www.linkedin.com/in/caspian-lewke/
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Welcome to this special 5-part series on breaking into tech sales. We're hosting special conversations with sellers from non-traditional backgrounds, unpacking their story and discussing what they learned on their journey into tech.
Fallon Stuart was a schoolteacher for middle and high school, but made the career leap into an Enterprise BDR position for One Identity, a cybersecurity firm. We break down the non-linear path from dealing with COVID in classrooms to cold calling executives, developing new skills like cold calling -- and how her classroom planning skills still inform her day-to-day.
Connect with Fallon Stuart: https://www.linkedin.com/in/fallon-stuart/
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Welcome to this special 5-part series on breaking into tech sales. We're hosting special conversations with sellers from non-traditional backgrounds, unpacking their story and discussing what they learned on their journey into tech.
Christyl Tabbert started out in hospitality as a Supervisor at Four Seasons. But after a sales stint for a small lock company, she broke into tech sales at Gong. Christyl shares her journey into an enterprise inside sales role, her favorite practice for managing tasks every day, dealing with imposter syndrome -- and how a collaborative sales environment helps accelerate learning.
Connect with Christyl Tabbert: https://www.linkedin.com/in/christyltabbert/
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Welcome to this special 5-part series on breaking into tech sales. We're hosting special conversations with sellers from non-traditional backgrounds, unpacking their story and discussing what they learned on their journey into tech.
Barrett Unger is an Account Executive at Immersa, a data automation startup. Before he got into the startup sales life, he was a project engineer at Unilever (and previously got a degree in Chemistry). He charts his wild career path into sales, hunting for mythical sales codices on the internet, how he gets comfortable with discomfort -- and how navigating projects at Unilever equipped him for tech sales.
Connect with Barrett Unger: https://www.linkedin.com/in/barrettunger/
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Welcome to this special 5-part series on breaking into tech sales. We're hosting special conversations with sellers from non-traditional backgrounds, unpacking their story and discussing what they learned on their journey into tech.
Morgan Buchanan started her career as a professional ballet dancer. Now, she's an Account Executive for SMB markets at Spekit, a sales enablement tool. She charts her career journey, shares how she evaluated her job choices, talks vulnerability, breaks down her onboarding experience -- and reveals how her years of practicing for the stage still inform the way she works today.
Connect with Morgan Buchanan: https://www.linkedin.com/in/morganbuchanan1/
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
So your company hasn't "done the work" to get strong product-market fit. But you still have a quota 😳
It's clear your product is solid. Yet prospects continue to be wishy-washy on actually buying...
What do you do? Can an individual seller save a company that hasn't yet achieved product-market fit?
Join us for this B2B Power Hour workshop on:
✅ Experimenting to save your quota -- and the company
✅ How to build tighter messaging
✅ Why a narrower list might actually be a silver bullet
✅ How AI tools like ChatGPT can help get closer
Join us for a lively year-end conversation on hitting quota and the seller's responsibility in startups.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our courses, coaching, and community.
You've probably heard of Cognism by now: leaders in sales intelligence, but also social prowess.
Their wicked demand engine is only matched by how active their teams are on social – both sales AND marketing.
David Bentham and Liam Bartholomew are joining the show to discuss how great demand changes the way they sell – and how they sell to sellers.
Join us for the Enterprise of Social on:
✅ Does great demand gen kill sales development?
✅ Is there a real danger in sellers having a personal brand?
✅ When should paid media start?
✅ Who should own pipeline creation? 🌶
Join us to learn how Cognism supports sales with better demand generation.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our courses, coaching, and community.
Product-led growth. Social selling. Community marketing. ABX. AI and automation. The macroeconomy.
There's some serious change afoot... some would say overwhelming. But what actually matters?
We're cracking open our magic eight ball and discussing what will change everything – and what to definitely ignore. 🎱
Join us for this B2B Power Hour workshop on:
✅ Where automation fits in
✅ Why PLG isn't a silver bullet
✅ Does personalization at scale exist?
✅ Leaner sales and aligned GTM teams
Join us as we crack open our magic eight ball and offer seven predictions for the new year!
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our courses, coaching, and community.
Are you still prospecting like it's 2017? Or worse... 1999? 😳
It's no secret buyers are more likely than ever to ignore your pitch. But why?! What's changed?
As we approach the end of the year, we're revealing how old-school prospecting tactics will keep you behind the competition in 2023 – and what to do instead. 🎯
Join us for this B2B Power Hour workshop on:
✅ How narrow lists will win in 2023
✅ Why prospects will ignore "we're #1" messaging
✅ Why volume sequencing only works for small deals
✅ How to get in front of top executives in key accounts
Join us to learn how your prospecting needs to change in 2023!
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our courses, coaching, and community.
Your profile is the foundation to high-performance social selling. It’s your landing page, your business card, and your pitch — all wrapped up in one.
We’re reviewing LinkedIn profiles LIVE: workshopping headlines, cover photos, about sections, and more.
Join us for this B2B Power Hour workshop on:
✅ The 3-second test
✅ Writing better headlines
✅ Creating a good cover photo
✅ Crafting a compelling About section
✅ Building a profile funnel
...and more!
Join us to learn the ways to book meetings and drive attention from your profile.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our courses, coaching, and community.
New sellers are usually just thrown into the wild and expected to "figure it out" 😵💫
We believe this is a form of industry malpractice. Elite sellers aren't made by accident – they are created through purposeful practice. So how do you scale that to your entire sales team?
Jordana Zeldin and Jonathan Mahan, Co-Founders of The Practice Lab, are joining the show to break down how to accelerate sales performance with better practice.
Join us for this B2B Power Hour workshop on:
✅ How practice is more than just roleplay
✅ Creating psychological safety in the team
✅ Why peers are better than prospects for practice
✅ Accelerating your team's success
Join us to learn how practice leads to high performance!
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our courses, coaching, and community.
How do you hunt big game on LinkedIn? 🦌
Using social to prospect into strategic accounts requires a NEW kind of outreach playbook, especially if you want to open doors and not have it take years.
We're diving into how LinkedIn can be your primary channel for enterprise prospecting – and how to use it to conquer the almighty buying committee.
Join us for this B2B Power Hour workshop on:
✅ Using active profiles for account-specific research
✅ Mapping out the account + intent inside Sales Navigator
✅ Developing your outreach to different stakeholders
✅ Using content to educate the buying committee
Join us to learn how to leverage social for your account-based sales development motion.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our courses, coaching, and community.
It seems obvious – a B2B agency that uses social. But Gravity Global has a different take than most in the industry.
Social drives more than just "brand awareness." It's about aligning marketing + sales... and it's about driving substantial pipeline.
Nikole Rose and Mason Coby are joining to break down how Gravity Global is using social to generate deal flow and build a culture that empowers social advocacy at every level.
Join us for The Enterprise of Social on:
✅ Tying social to real sales goals
✅ Aligning marketing & ABM campaigns
✅ Company vs. individual performance
✅ Creating a culture that empowers
Join us to learn how Gravity Global has been breaking sales records with social!
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our courses, coaching, and community.
🚨 NEWS FLASH. Buyers have changed since COVID. The world is noisier, more digitally savvy and automated than ever.
Social is emerging as THE new high-stakes channel –– but there's so many myths and misconceptions that lead sellers to use it poorly 😅
We're diving into how companies can take advantage of LinkedIn, Slack, and other digital communities to create qualified pipeline... and keep on winning in this new era.
Join us for this B2B Power Hour workshop on:
✅ How buyers have changed since 2019
✅ How sellers should be interacting with prospects
✅ Why social has a higher bar for booking meetings
✅ How sales orgs can adopt social FAST
Join us for a deep dive into properly using social in 2022 and beyond!
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our courses, coaching, and community.
Getting an enterprise deal across the finish line can feel like you've just crossed the 25 mile mark... and you've still got 25 more to go 😩
How do you sustain momentum in long deal cycles? What's required to get that deal to the finish line?
Scott Sambucci is joining the show to share lessons learned from being an ultramarathon athlete AND an enterprise seller. The two have more in common than you might think 😉
Join us for this B2B Power Hour Workshop on:
✅ Sustaining momentum with large buying committees
✅ Keeping deals moving even when all you hear is silence
✅ Mindset and preparing yourself for the long haul
✅ Lessons from the trail
...and so much more!
Join us to learn how to sustain momentum with long, enterprise deals!
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our courses, coaching, and community.
What if there was a way to do the connect-and-pitch that wasn't just spam? 🤯
It's Q4 and we know December is rough, so we're dedicating this show to help you make the next 60 days go further.
Direct outreach builds urgency and books meetings – but only when it's done right. ✨ We're taking you down the rabbit hole of how to do it without pissing off your buyers.
Join us for this B2B Power Hour workshop on:
✅ Using triggers for better targeting and timing
✅ Points of leverage for better conversations
✅ Building urgency in the DMs
✅ Dealing with rejection
Join us to learn the many ways to do direct outreach RIGHT on LinkedIn.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our courses, coaching, and community.
This Q4 is supposed to be one of the most brutal in recent history. And to top it all off, we're battling against the inevitable holiday season. 😅
So what do you do to hit your quota? Find them hot-and-ready leads 🥵
They're out there, but you need a better strategy than just another email sequence.
✨ Leslie Venetz is joining the show to break down what's required to generate leads that will close before the end of the year ✨
Join us for this B2B Power Hour workshop on:
✅ Finding the right criteria to prioritize your list
✅ Having a contact strategy that breaks through fast
✅ What messages will get their attention (and pre-qualify)
✅ Making it a repeatable process
Join us for a lively discussion on prospecting and lead gen from a sales perspective!
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our courses, coaching, and community.
On the job training just doesn't cut it anymore. 😅
Creating a great sales team requires building momentum during their first 90 days with an intentional program.
But what should that program look like? Christine Rogers and Zoë Hartsfeld are joining the show to share what it takes to effectively onboard sellers.
Join us for a B2B Power Hour workshop on:
✅ Why onboarding determines retention
✅ How to structure the onboarding program
✅ What onboarding should actually cover
✅ Keeping onboarding materials up to date
...and more!
Join us to learn from two of the best about creating rockstar sales teams.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our courses, coaching, and community.
Writing is the seller's secret weapon that no one talks about – or teaches.
Writing allows us to enable buyers to effectively champion our deals when we're not in the room. But how do you actually write effectively once the deal has been opened?
Nate Nasralla and Brandon Fluharty are joining the show to share their frameworks for better buyer enablement with better writing.
Join us for this B2B Power Hour workshop on:
✅ Simple frameworks to improve your writing
✅ Rules for enterprise writing
✅ When to write vs. edit
✅ Building your strategic narrative
Join us to learn how to write effectively for enterprise sales with two of the greats!
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our courses, coaching, and community.
Title: How to Build Pipeline on LinkedIn w/out a Personal Brand
Most sellers default to the connect-and-pitch (or... let's be honest, the spray and pray), leaving sales managers saying "it doesn't work!" 😬
Then when all their options run out, the marketers tell them "build a personal brand!" Well guess what?! That doesn't help you hit quota anytime soon either.
💡 So what should you do to actually generate results? We're revealing our proprietary framework that any seller can use to build pipeline. No follower count or personal brand required.
Join us for this B2B Power Hour workshop on:
✅ Social selling is more than just content
✅ Running outbound on LinkedIn (w/out InMails)
✅ Why warming up accounts is the most important activity
✅ How to score accounts for social
Join us to learn how to build pipeline without content or a personal brand.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our courses, coaching, and community.
Can you win the sale before you call?
Most sellers launch right into prospecting. But taking your list and just churning through it leaves so much to chance.
Better prep can help – we all know this. 😅 But what specifically should you prepare? What are the exact steps for success?
Josh Braun and Jen Allen are joining the show to break down their preferred prep methods & drop some 🔥 prospecting tips.
Join us for this B2B Power Hour Workshop on:
✅ Prioritizing your accounts
✅ When to dive deep into research
✅ How much time to spend preparing
✅ What to have before you dial
...and so much more!
Join us to learn from two of the greats how to better prepare for your prospecting!
We're doing an impromptu show from Boston with some 🌶 takes about marketing and sales -- including what's killing your pipeline.
We're covering sales and marketing alignment, why you're starting with the wrong things on social, how leadership fails sales teams and a lot more.
Join in the fun!
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our courses, coaching, and community.
What's the number 1 thing SDRs and AEs can do to prospect effectively?
...no, seriously. We're asking. 😅 And not just for number 1, but 2 through 5 as well.
Anthony Natoli & Melissa Gaglione join the show to break down the successful strategies for SDRs and AEs when they prospect. We're going to get them to spill the beans!
Join us for this B2B Power Hour Workshop on:
✅ Tips & tricks for your workflow
✅ Identifying the best leads for outreach
✅ What to say + when to say it
✅ Keeping up pipeline momentum
...and so much more!
Join us to learn the successful tips, frameworks, and strategies for prospecting!
Everyone that's great had a trial by fire. 🔥 As they were building & learning, they had detractors. Skeptics. Critics.
We believe there's power in those experiences. It's where your unfair advantage is developed. 🤩
On this special episode, we're inviting the Lavender team to share their journey on social and using social for their company, career, and brands.
Join us for this B2B Power Hour workshop on:
✅ Their social selling journey
✅ How each team member uses social
✅ Trials and tribulations along the way
✅ The influence of social on their careers
...and more!
Join us to learn how Lavender's team uses social.
Your predictability can get in the way of prospecting effectively.
Your buyers have mental spam filters that tune you out – and your outreach.
Arjun Pillai, SVP at ZoomInfo, is joining the show to talk about how to break through the noise and get noticed.
Join us for this B2B Power Hour Workshop on:
✅ The most common mental spam filters
✅ Using better targeting & triggers
✅ What gives away your message as "spam"
✅ Formulating better messaging
...and more!
Join us to learn how to break through the mental spam filters and generate pipeline!
Nick Bennett may get the spotlight but Alyce does a lot of work behind the scenes empowering their team to get on social.
From native content creation to engagement strategies, Alyce's employee advocacy program steps beyond the normal boundaries.
Pete Lorence and Nick Bennett are joining Laura Erdem and Nicholas Thickett to break down what Alyce is doing differently – and why it works.
Join us for the Enterprise of Social on:
✅ Alyce's first taste of employee advocacy with the Universe conference
✅ Why we need A, B & C players
✅ The other side of the coin → CMO’s / C-Suite opinions
✅ Activity based metrics & self promotion → Time for a new chapter?
...and so much more!
Join us to learn how Alyce built their employee advocacy program!
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our courses, coaching, and community.
It's no secret: getting an enterprise deal across the finish line requires more than just a champion.
But so often, sellers are led astray by Talkers and Blockers. The calls keep happening, the committee keeps getting bigger... the nightmare scenario settles in.
So, how do you use discovery to identify and build champions? Charles Muhlbauer and Mor Assouline are joining the show to break apart the necessary questions and processes that get it across the finish line.
Join us for this B2B Power Hour Workshop on:
✅ Identifying the right champions
✅ Using better questions to uncover hidden expectations
✅ How to manage a growing committee
✅ Leaning on your champion during the sale
...and so much more!
Join us to learn how to build champions with the kings of discovery!
Hint: not with an InMail.
Your prospecting plan requires more than just thoughtless outreach.
You need creativity, courage, and a dash of zany. Stu Heinecke, the father of Contact Marketing, joins the show to discuss creative contact (outbound) campaigns.
Join us for this B2B Power Hour workshop on:
✅ How to identify the prospects that need you NOW
✅ Working with high-level stakeholders
✅ Bold, creative campaigns
✅ A splash of Stu's deep archive of stories
...and more!
Join us to learn how to book a meeting with anyone!
Lia DiBello, Principal Scientist at Applied Cognitive Science Labs and President at WRTI, joins the show to discuss why sales training fails so often. Nicholas dives deep with her on accelerating expertise, virtual learning environments, non-negotiable goals, tacit knowledge, real-time feedback and so much more. Get ready for a masterclass on cognitive science and how it drives performance of individuals and teams.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our courses, coaching, and community.
When was the last time you were pitchslapped? By the numbers... probably yesterday!
The connect-and-pitch is the most obvious "mistake." It hurts your credibility and turns off a huge part of your market.
But sellers make many others every day on LinkedIn that hurts their chances of getting to a booked meeting. So we're diving into the common ones to help you avoid any troubles when using social for prospecting!
Join us for a B2B Power Hour workshop on:
✅ Table manners for social
✅ The Vampire Sales Rule
✅ The Credibility Crisis
✅ The Dark Arts of Better DMs
...and more!
Join us to learn how to avoid the most common mistakes -- and what to do instead!
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our courses, coaching, and community.
Let's be real: we all want to belong. Especially at work. So why is it uncommon for so many sellers?
Creating inclusive sales environments, where all sellers feel like they can be who they are, comes back to sales leaders. Their behaviors, their training, their initiatives.
Chaniqua (Nikki) Ivey and Will Allred are joining the show to discuss how to make this a reality – for small teams and big ones.
Join us for a B2B Power Hour workshop on:
✅ Why psychological safety is a key performance metric
✅ Why focusing on will's/wont's is more important than do's/don'ts
✅ How sales teams can hire more effectively
✅ Why salespeople are uniquely suited to address inclusion
...and more!
Join us to learn from two sales leaders on what it takes to build more inclusive sales teams.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Most recommend using content to drive inbound...but honestly? That takes too long to see meaningful results and won't help you achieve quota this quarter.
Buyers hang out on social all the time. But how do you kickstart a large deal with a big logo?
Creating a social-first prospecting strategy means you're running actual outbound on social – it just doesn't look like connect and pitches or InMails for enterprise deals.
Join us for this B2B Power Hour workshop on:
✅ Creating your account research plan with social
✅ How to route into an account without using InMails
✅ Multithreading conversations
✅ When to STOP using social in the deal
...and more!
Join us to learn how to use social to break into larger accounts!
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Your personal brand isn't just about selling more. It's about making a career for yourself.
The problem is: most personal branding content is just plain buzzy BS. So we decided to find two sellers who really know how it works –– and what to do to build yours.
Kevin "KD" Dorsey and Amelia Taylor are joining the show to break down what it takes (and what to avoid).
Join us for a B2B Power Hour workshop on:
✅ Building your brand beyond just fluffy marketing speak
✅ Carrying and evolving it across different companies
✅ Why it's more than just content
✅ How companies can invest in their sales team's brands
...and more!
Join us to learn from two of the best when it comes to building your personal brand!
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Buyers are getting sick of the endless cold calls & email sequences. Is social the answer?
Most sales managers say no because their sales reps get trapped endlessly scrolling and waste time.
We're going to help you go from random acts of social & endless scrolling into a straightforward and powerful social-first prospecting that sets you up to book 80%+ of your meetings on social.
Join us for this B2B Power Hour workshop on:
✅ How to Structure Your Day for Social Prospecting ⏱
✅ The 3 Social Power Plays that Convert 🚀
✅ Simple Comment Strategies that Replace Cold Calls 🤓
✅ Using Outbound to Get Inbound on LinkedIn 🤩
...and how to integrate it with your calling and emailing 😁
Join us to learn how to use social to replace your classic outbound strategies.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Layoffs, recessions, and budget cuts – oh my! Seen the news lately? 😬
When pipeline is down and the revenue targets feel bigger than ever... how do you continue to sell effectively? What are the skills & strategies you need to deploy?
David Priemer, Founder and Chief Sales Scientist at Cerebral Selling, joins the show to break down how to sell during times of uncertainty. Finding your superpowers. What empathy looks like. Using your time effectively.
Join us for this B2B Power Hour workshop on:
✅ Circumventing objections – especially budget!
✅ Practical empathy for personalization
✅ How to prioritize accounts beyond market-fit
✅ Why timing might be your friend
Join us to learn the key skills you need to continue to sell effectively in times of economic uncertainty.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
So, yesterday we helped an SDR book more meetings in an hour than he did in the last 6 weeks 👀
We thought... well maybe let's share our secrets? The secret sauce of booking meetings comes back to your prospecting process.
We're breaking down the specifics of creating your Prospecting Power Hour and the plays you can use to book a meeting – today!
Join us for this B2B Power Hour workshop on:
✅ Structuring your Prospecting Power Hour 🚀
✅ Hot 'n ready leads 🥵
✅ Closed lost follow-up 🤩
✅ Social listening for problem aware posters 🤓
✅ Reviving the dead marketing lead 🪦
...and a surprise play!
Join us to structure your prospecting process and get plays for today.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Your profile is the foundation to high-performance social selling. It’s your landing page, your business card, and your pitch — all wrapped up in one.
We’re reviewing LinkedIn profiles LIVE: workshopping headlines, cover photos, about sections, and more.
Join us for this B2B Power Hour workshop on:
✅ The 3-second test
✅ Writing better headlines
✅ Creating a good cover photo
✅ Crafting a compelling About section
✅ Building a profile funnel
...and more!
Join us to learn the ways to book meetings and drive attention from your profile.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
How do you get sales and marketing teams aligned on the same goals? Steffen Hedebrandt, Co-founder and CMO at Dreamdata, joins the show to discuss what it takes to get alignment beyond just messaging. He dives into using sales calls to develop a shared ICP, how a content marketing library can actually be used on sales calls, and creating metrics that drive real success. Get ready to dive into a sweeping, detailed conversation!
Connect with Steffen Hedebrandt
- Website
In this episode, we cover:
- Are MQLs actually useful?
- How to measure shared marketing + sales success
- Developing a shared ICP using sales conversations
- Preventing sales calendars from being overbooked
- Helping sellers write great content for LinkedIn
- Using content marketing to enable the sales team
- Metrics to watch for misalignment
- Key leadership lessons to align the teams
- Steffen’s Power Hour
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
It's a common refrain -- social takes too long! But what if it didn't have to?
Chili Piper invested in the long-game. But between their TikTok and employee advocacy program on LinkedIn, they started seeing wins. Fast.
The team-wide commitment has catapulted Chili Piper's visibility. And it's also entirely transformed their inbound sales engine.
Join us for The Enterprise of Social on:
✅ Pitching leadership to invest in team-wide social
✅ Chili Piper's TikTok talent attraction program
✅ Employee advocacy and social selling
✅ Compounding social campaigns w/ raving fans
✅ Why personal brands are the game-changer for companies
Join us to get a peek behind the scenes of Chili Piper's social campaign strategy, from TikTok to LinkedIn and beyond!
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Ever ended up on a discovery call that didn't go... exactly as planned? Yeah, us too. 😅
The reality is discovery is taught as a simple, neat stage in the sales process. One-and-done. As if!
Discovery is much better understood as a discipline. It doesn't start and stop with a single sales stage.
Kyle Asay, VP of Sales at Qualtrics, and Nate Nasralla, Founder at Fluint.io, join the show to help you master discovery when selling complex, enterprise deals.
Join us for this B2B Power Hour workshop on:
✅ How to properly prep for discovery calls
✅ How to differentiate your discovery with better agendas
✅ Why you need to go deeper when you think you're done
✅ Running discovery in a growing buying committee
...and more!
Join in to learn from two experts "from the trenches" in how to do discovery right.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
You don't need to become a content creator to drive inbound on LinkedIn. Say what?!
We know. Big accounts seem to get all the attention and traffic. They post their wins, and their leads.
But here's the truth: you don't need thousands of followers or a big presence to create inbound leads. What you need is an intentional engagement strategy.
Join us for this B2B Power Hour workshop on:
✅ How to setup your calendar for daily success
✅ Creating an engagement strategy that works for your ICP
✅ How comments can transform outbound to inbound
✅ Writing content without spending hours
Join us to learn how to build your inbound funnel on LinkedIn.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Here's a shocker: lots of your target accounts are on social. But nobody wants the connect-and-pitch! So, what do you do instead?
Evan Patterson, Head of Content & Community at trender.ai, is joining the show to break down how he booked 40+ meetings in a month using just social, and how you can do the same.
Yes... Evan's AEs were asking him to STOP booking meetings. His record? Over 80 in a month!
Join us for this B2B Power Hour workshop on:
✅ How to find the right conversations at scale
✅ How to comment without being salesy
✅ Why people don't want your outreach
✅ Building trust with key accounts on social
...and more!
Join in to book more meetings with social & have some fun in the process!
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
How do some Rockstar enterprise sellers close deals quickly and effectively?
While the rest of us are getting ghosted, these sellers are closing 7-figure deals in 9 months or less.
Brandon Fluharty and Jen Allen are laying out the path of challenging customers to close quickly. They’re diving into the insights and strategies that make big deals… work.
Join us for this B2B Power Hour workshop on:
✅ Designing your outbound approach
✅ Finding the right champion
✅ Breaking in with big ticket items
✅ How social fits into your approach
…and more!
Join in to learn from the best about closing 7-figure enterprise deals.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
You just started a brand new quarter. Got a fresh list (and a fresh look), excited but nervous to hit the phones.
Your friend keeps blowing quota away and tells you there's a way to win before they even start dialing. You can't help but think... how is that even possible?!
Join us for this B2B Power Hour workshop to find out how.
✅ How good is that list really?
✅ Who should I first (last)?
✅ Are you selling the meeting or the problem?
✅ How much time should I spend researching?
Join us to answer all of these questions and start winning the sale before you even pick up the phone.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Social selling is all the buzz. And on every corner, there’s another LinkedIn expert preaching their system.
But so few have helped sales teams achieve real success on social while the rest of us are caught between fluff and trying to figure it out for our own teams.
Samantha McKenna and Alex Boyd are joining the show to break down how they’re using social selling to actually close big deals — for themselves and the companies they work with.
Join us for this B2B Power Hour workshop on:
✅ Why social should be your team’s primary channel
✅ Should sales teams create content?
✅ Layering outbound with social
✅ How to predict & measure team success
…and more!
Join in to learn from two of LinkedIn’s premier social sellers how to actually set-up your sales team for success on social!
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
How can Series A startups generate demand? With demand generation often carrying a hefty price tag, Christopher Roche (CEO of Catalyst Consulting) joins the show to break down how marketing leaders at startups can think through prioritizing their demand generation and demand capture efforts. He talks about budget priorities, optimizing campaigns, balancing spend, and benchmarks for good results of a marketing campaign. Strap in for a fast-paced and insightful conversation!
Connect with Christopher
- Website
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Running sequences on LinkedIn seems time-intensive. Obnoxious. Manual. Have you seen Sales Nav's inbox?!
You're probably thinking a sequence is based off profile views, DMs, and InMails over days and weeks. And companies then try to automate this for scale. (Obviously... it fails every time)
Here's the secret: nurturing leads is actually the easiest to scale with little to no software at all on LinkedIn. You just need to focus on the right activities.
Join us for this B2B Power Hour workshop on:
✅ Using Sales Navigator to identify and track leads
✅ How comments can change your booking rate
✅ Why content is the salesperson's best friend
✅ Timing your outreach to leads
Join us to learn how to nurture leads on LinkedIn without buying new software or becoming a professional scroller.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
It’s well known that 1% improvements each day means huge improvements (400%+) over a year. But what should salespeople be doing each day to see success?
David Dember (Tenbound) joins this special Sales Development Power Hour to break down the calendars and daily habits of successful salespeople.
Join us for this B2B Power Hour workshop on:
✅ High-value activities
✅ Prioritizing your day
✅ Time blocking your calendar
✅ Success habits
...and more!
Join us to learn more about structuring your day for success!
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
So what happens when great company content meets professional sales?
Dooly has the best of both worlds: great events, fun & consistent content, and a high-class sales team to match.
Camille Trent and Saad Khan are joining to discuss how Dooly is crushing it out on social and how their sales team leverages brand exposure to open (and close) deals.
Join us for The Enterprise of Social on:
✅ How great branding changes sales conversations
✅ Measuring and managing a high-volume event strategy
✅ Ramping BDRs on social media
✅ Aligning marketing & sales teams
✅ Key drivers of social success
Join us to get a peek behind the scenes of Dooly’s content engine & learn how it can change the sales motion!
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Got stonewalled on LinkedIn? Or an angry disconnect after sending a pitch?
Yeah. It's happened to us too. The problem is the way your elevator pitch is crafted and delivered. Great sellers have an elevator pitch that's clear and resonates with their buyers.
So, how do you actually create one that books meetings?
Join us for this B2B Power Hour workshop on:
✅ What makes a pitch so good they can't ignore it?
✅ Crafting your elevator pitch
✅ When to deliver it -- and when not to
✅ How to use comments & DMs to prep the conversation
Join us to learn how to master your elevator pitch for LinkedIn!
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Your content engine doesn’t need to end with you. Creating partnerships and collaborations with “co-pilots” can generate new visibility without much additional effort.
But how do you actually do it? We’re sitting down with marketing experts Andrei Zinkevich & Vladimir Blagojević from Fullfunnel.io to discuss best practices.
Join this B2B Power Hour workshop on:
✅ Identifying the best partners
✅ Getting your co-pilots to say “yes”
✅ Repurposing content from the collab
✅ Making the event bigger than just you
Get ready to dive into best practices for content collaborations and rev up your content engine.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Nick sits down with Mor Assouline of From Demo To Close to understand how to crush demo’s & close more than 50% of them. They talk about the truth behind the 15 minute demo, how to address “Can I just see the demo”, rocking the pre disco + post demo email and how to gut check that discovery is actually the issue (w/ your demo).
Connect with Mor Assouline
- Website
In this episode, we cover:
- How does outbound vs inbound change the demo? (1:05)
- Can I just see the demo? (2:45)
- The 15 minute demo (6:33)
- The pre disco & post demo email (8:39)
- How to naturally transition into discovery (13:47)
- How to work with champions to sell internally (16:09)
- This is the moment you know the deal is done (21:47)
- How did Mor’s POV on sales change being a VP (23:55)
- How can you gut check that discovery is actually the issue? (33:19)
- Mor’s Power Hour (38:37)
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
It can be annoying to transition from cold outreach to social selling. Your sequencer doesn’t do it for you.
But the power on social is in the conversations. Those conversations that don’t require connection requests or InMails. It only needs to happens in the comments.
So how do you use comments to generate quick wins?
Join us for this B2B Power Hour workshop on:
✅ 3 most productive comment strategies
✅ Finding the conversations to engage with
✅ Using comments to warm up accounts
✅ Transitioning from comments to booked meetings
Join us to learn how to book a meeting with anyone in the comments!
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Sales development is a blend of who you should be talking to + leveraging the right channel to reach out.
With buyers being busier than ever and armed with more information at their fingertips, how do you get their attention in the right way?
We’re diving into the three main channels — cold calling, email, and social selling — with expert guests Will Allred and Kevin Hopp.
Join this B2B Power Hour workshop on:
✅ Identifying the best channel for you
✅ Refining your cold call, email, and social performance
✅ Measuring success in each channel
✅ Managing a team using different metrics
Get ready to dive into each of these strategies and level-up your sales development approach.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Linda Melone, a conversion copywriter, joins the show to break down what makes great content – and great copy – sing. She illustrates the difference between copy and content, breaks down her favorite frameworks for creating social content, and the psychological drivers of great copy. Oh, and there’s also a PRO tip about creating buttons that convert!
Connect with Linda Melone
- Website
In this episode, we cover:
- What’s copy vs. content? (1:29)
- How to start creating content (5:39)
- Frameworks for better content (8:42)
- Calls to action on social content (17:04)
- Common B2B mistakes in copy and content (20:57)
- Secrets of high-converting copy (25:16)
- Structuring pages against data (30:00)
- Favorite shortcuts of high-converting copy (35:30)
- Linda’s favorite tip for buttons (38:04)
- Permanent vs. contract copywriters (41:31)
- Key ingredients of great content (43:45)
- Linda’s Power Hour (45:28)
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Webinars are a legacy of the 2010s. The modern approach is all about the live show.
Live shows in communities and on LinkedIn generate more attention, build more trust, and keep more of your audience engaged. But, how do you make them convert?
Celebrate our 50th live show by joining us for this B2B Power Hour workshop on:
✅ Choosing content your audience actually wants
✅ Creating an attendee experience (y’know… beyond slides)
✅ How to get the word out (max out attendance)
✅ How to effectively follow-up with attendees
✅ And the biggest question of them all: should you collect emails?
Join us for our 50th B2B Power Hour and learn how to master the live show format!
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Nick joins Jordan Crawford, co-founder of Blueprint, on the MarTech Podcast, to discuss commenting strategies and social selling. Nick shares how comments can build pipeline, how to better target accounts on social (whether it's LinkedIn or Twitter), and why most social selling strategies fail.
Listen in to the MarTech Podcast on Spotify.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Morgan sits down with Satyam Kantamneni, Managing Partner at UXReactor, to discuss user experience design (UXD) and how it transforms companies when done right. Satyam shares his expertise redesigning the customer journey – from first-touch to loyal customer – and why intentionally designing that experience changes product, sales processes, marketing, and so much more. Join in for Satyam’s analogies, stories, and insights on how user experience design can establish a company’s competitive advantage – and how companies can do it right.
Connect with Satyam Kantamneni
- UXDReactor Book
In this episode, we cover:
- What is user experience design? (1:15)
- Why user experience design is business strategy (5:20)
- Why companies don’t talk to their users (6:35)
- How companies can implement customer-centric design (10:15)
- Discovering pain points (15:07)
- How UXD can be a competitive advantage (21:30)
- How successful companies orient their sales, marketing, and product teams (24:20)
- The qualities of great experiences (29:15)
- Why value is more than just company profit (34:45)
- Defining the design ecosystem (39:25)
- Satyam’s Power Hour (45:40)
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site
b2bpowerhour.com
to learn more about our upcoming live shows, community, and more.
Hint: not with an InMail.
Your prospecting plan might use email and phone, but on LinkedIn it requires more than just a connect-and-pitch. You need a simple, effective process to warm-up the account quickly.
And get that 📆 meeting booked!
Join us for this B2B Power Hour workshop on:
✅ Why you should never lead with the connection request
✅ How to identifying the prospects that need you NOW
✅ The Commenting Rule of 3
✅ How to use insightful conversation starters
✅ A splash of Sales Nav for good measure 👌💯
...and more!
Join us to learn how to book a meeting with anyone on LinkedIn!
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Nick and Morgan celebrate their 100th episode. They discuss their favorite episodes, provide some recommendations for top episodes, and talk about what's next for the show. Thanks to everyone joining for the first 100 episodes – here's to the next 100!
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Nick dives into the trenches with Florin Tatulea to discuss why so many reps are struggling to hit quota and how to hold yourself accountable for being a better seller. Florin goes deep into setting up your day to establish routines, building high quality lists, refining your messaging, email sequences and what should fall on your managers shoulders. We just wish we could have had a manager like Florin to achieve 700% quota… INSANE!!!
Connect with Florin Tatulea
- Website
In this episode, we cover:
- Why SDRs are struggling to book consistent meetings and exceed quota (1:35)
- How to set up your day (4:09)
- How are you building your list? (8:21)
- What are the tools that every SDR should have? (14:25)
- The perfect level of personalization (17:21)
- How to refine your problem statements to max your results (23:57)
- What should fall on the manager’s shoulders? (27:24)
- What is the difference between SDR enablement & Sales enablement? (31:09)
- Holding yourself accountable to being a better seller (33:18)
- Florin’s Power Hour (38:22)
- Florin’s question for Nick (41:38)
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Nick and Morgan review profiles on their live show. If you'd like to follow-along with visuals, check out the B2B Power Hour YouTube channel!
Your profile is the foundation to high-performance social selling. It’s your landing page, your business card, and your pitch — all wrapped up in one.
We’re going deep on LinkedIn profiles: tearing apart their headlines, cover photos, about sections, and more.
Join us for this B2B Power Hour workshop on:
✅ The 3-second test
✅ Writing better headlines
✅ Creating a good cover photo
✅ Crafting a compelling About section
✅ Building a profile funnel
...and more!
Join us to learn the ways to book meetings and drive attention from your profile.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
With recession looming and layoffs hitting the news, Nick sits down with Luigi Prestinenzi, Co-Founder and Head of Growth at SalesIQ Group, to discuss future-proofing your sales career. He shares how to build your unique voice and style of selling, why mindset is a crucial fundamental skill, and where sales often goes wrong. If you’re mapping out your next steps in your career or thinking about what to master in the next couple of years, tune into Luigi dropping some HOT wisdom.
Connect with Luigi Prestinenzi
- Website
In this episode, we cover:
- Where is sales going in the next 2-3 years (0:51)
- How to find your voice in Sales & develop your style of selling (4:42)
- Where sales is falling apart during times of growth (7:47)
- Investing a million dollars into the salesforce of the future (16:05)
- How Joe Gerard set the world record for selling cars (20:43)
- How does my behavior impact the future of sales? (24:35)
- How do you develop a unique point of view? (29:00)
- Why deals are stalling in the later stages (33:48)
- How are we equipping sales leaders & managers to drive growth (37:56)
- Luigi’s Power Hour (40:59)
- Luigi’s question for Nick (42:38)
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Spekit is crushing it on social with their employee advocacy & dynamic content.
It only takes a quick scroll on LinkedIn to come across a heartfelt post from Zoe or a vibrant image from the company page. That’s a BIG change from the average B2B Tech Co… so how did they get here?! And how is it working for them?!
Join us for the first episode of The Enterprise Of Social, co-hosted with Laura Erdem of Dreamdata.io, to discuss:
✅Why B2B Tech companies are investing in social
✅How the approach to marketing needs to change
✅How do you decide what to post on social media as a team?
✅Why you need to develop your own content style as an employee
✅How personal brands can help generate more deals
Join us to learn how social selling can accelerate your company's growth!
Connect with our guests:
- Zoë Hartsfield
- James Winter
Follow Laura Erdem on LinkedIn: https://www.linkedin.com/in/lerdem/
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Pitchslapping gets you in trouble. Connect-and-DM raises the red flags 🚩. So, how do you do direct outreach on LinkedIn?
Whether you’re primarily using social to do prospecting or you’re supporting calling and emailing with a social warm-up, your direct outreach needs to be tailored appropriately for LinkedIn.
Join us for this B2B Power Hour workshop on:
✅ Best template for responses
✅ Going direct in comments
✅ Are InMails worth it?
✅ Video prospecting
✅ Metrics of success
...and more!
Join us to learn how to run direct outreach on LinkedIn to prospect effectively and complement your outbound efforts.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Nick joins Chris Bogue on Chris Sells His Soul to discuss networking and selling strategies on LinkedIn. They dive into why commenting is the most important strategy on LinkedIn, how building relationships starts with public engagement, and why content alone isn't enough to succeed.
Connect with Chris Bogue: https://www.linkedin.com/in/chris-bogue/
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Nick sits down with RajNATION to discuss what’s actually working on LinkedIn to book meetings. Rajiv dives into his EXACT sequence for booking meetings, the fatal errors to avoid and talks about the structure of a great pitch. You finish this episode with a powerful formula for prospecting on LinkedIn!
Connect with Rajiv 'RajNATION' Nathan
- Website
- Fresh Prince of SaaS
- BONUS Pitch Guide
In this episode, we cover:
- The evolution of posting on LinkedIn (1:05)
- The 3 levers of prospecting on LinkedIn (7:57)
- RajNATION’s LinkedIn sequence to book meetings (12:58)
- The structure of a great pitch (23:01)
- Deconstructing bad DM’s (32:07)
- Why the Fresh Prince Pitch video works (35:32)
- RajNATION’s Power Hour (44:02)
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
In a world where buyers are overwhelmed with sales messages, how do you effectively capture their attention across channels?
Layering social with traditional methods like email and phone can catapult your outbound success –– but only when done right.
Join us for this B2B Power Hour workshop on:
✅ Outbound sequencing across channels
✅ Warming up accounts over social
✅ Multithreading deals
✅ Timing and targeting personas
...and more!
Join us to learn how to layer your outbound methods to book meetings and crush quota.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, events, and more.
Nick sits down with Stu Heinecke to talk about how to book a meeting with anyone… and how it’s ACTUALLY possible to have a response rate over 100%. Stu dives into the reality of personalization, depth of research, copy length and stories of award winning campaigns that set records from day 1. Icing on the cake, he talks about how businesses should grow like a weed and it will change the way you look at sales in the process (maybe you're a franchise?!) Are you ready for the best outreach campaign of your career?
Connect with Stu
- Website
- Billy Gene’s assistants reaction to Stu’s outreach
In this episode, we cover:
- How Stu earned a reply from Billy Gene is Marketing (1:06)
- The origin of How to get meetings with anyone! (3:36)
- How much personalization is enough? (10:45)
- How can different copy lengths get more replies? (19:33)
- How much research should we do per contact? (23:56)
- How to grow your business like a weed (27:32)
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Morgan joins Mason Cosby's The Marketing Ladder to discuss his career journey from his early days as a web designer and social media consultant to social seller & brand strategist. He reveals how working in economic development transformed his career into brand strategy and, eventually, hosting the B2B Power Hour. They dive into adding value without expectation, the importance of building relationships over just always trying to sell, and how a career path is never clear when you first get started.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, events, and more.
When your company is leveraging LinkedIn, sales teams need more than just templated presentations.
They need “air cover”: a comprehensive content marketing strategy that supports every step of the social selling process.
Join us for this B2B Power Hour workshop on:
✅ How content and sales should play together
✅ Marketing’s role in supporting sales
✅ How content accelerates deal cycles
✅ Aligning content with sales processes
...and more!
Join us to learn the ways to use content to build trust at scale with key accounts –– across sales and marketing.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, events, and more.
Nick sits down with Kellen Casebeer, Chief of Staff of LEON Health Science to talk about burnout & how it’s robbing sellers of their productivity. We dive into the signs of burnout, how to recharge the batteries and ways to increase your productivity with alignment. An interesting piece is the science of well being & how that shows up in our work days. As a manager, do you know what to look for?
Connect with Kellen Casebeer
- Website
In this episode, we cover:
- How do you know you’re burning out? (1:37)
- How burnout affects our performance (4:08)
- Tips to recharge the batteries (7:12)
- The dangers of chasing money (10:51)
- What you should do to increase productivity (14:28)
- What if your manager shuts down your new approach? (19:49)
- How do you measure well being? (27:53)
- What managers need to watch out for to increase retention (31:33)
- Recommendations for Sales Managers (35:39)
- Kellen’s Power Hour (44:06)
- Kellen’s questions for Nick (45:01)
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Great messaging is a key pillar of selling, marketing, and go-to-market. It shows up on your website, in your sales emails, in your content. But what makes great messaging, great? Morgan sits down with Peep Laja, Founder at Wynter, to discuss the fundamentals of great messaging strategy. They dive into customer research, the importance of story, common mistakes, and how sales can test & leverage messaging to better connect with target accounts. Get ready to refine your messaging approach!
Connect with Peep Laja
- Website
In this episode, we cover:
- Messaging as fundamental business strategy (1:10)
- Story as a linchpin of messaging (4:45)
- The 5 key components of messaging (7:25)
- Leveraging customer insights (16:00)
- Translating insight to strategy (19:30)
- How often should you update messaging? (23:40)
- Refining messaging in the sales process (30:45)
- Should message testing be championed by sales? (34:00)
- Strengths and flaws of category design (38:00)
- Common mistakes in messaging development (43:50)
- Peep’s Power Hour (48:45)
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site
b2bpowerhour.com
to learn more about our upcoming live shows, events, and more.
Does your LinkedIn strategy revolve around sending connection requests and DMs to get that calendar invite sent?
You’re ignoring the most powerful tool at your disposal: comments. Yes, you can book meetings from comments. We’re going to show you how.
Join us for this B2B Power Hour workshop on:
✅ Developing a powerful comment
✅ Types of comments that book meetings
✅ Targeting the right accounts
✅ Asking for the meeting
...and more!
Join us to learn the ways to leverage a comment strategy to book meetings.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Nick sits down with Cindy Skalicky, Founder of On Point Communications to peel apart the perfect pitch to get AE’s crushing meetings. The crazy part… it starts even before you open your mouth. You have the moment of intrigue. As Eminem says, will you capture it or let it slip? If you’re ready to up your meeting game, this is for you!
Connect with Cindy Skalicky
- Website
In this episode, we cover:
- The Rhetorical Triangle (0:26)
- Why are AE presentations missing the mark? (3:38)
- How do you know you’re talking too much in meetings? (10:40)
- That curious moment just before you dive into a call / presentation (13:44)
- How do you read a zoom room? (18:48)
- How do you own the narrative when you're not the one delivering it? (24:37)
- What is the perfect pitch deck? (29:23)
- How do you become a better public speaker? (37:13)
- Cindy’s Power Hour (39:20)
- Cindy’s question for Nick (42:30)
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
In a dark social world, where buyers are making decisions before they pick up the phone, what role does sales play? Morgan sits down with Chris Walker, CEO of Refine Labs, to discuss where sales teams fit into his overall vision of go-to-market. They discuss outdated sales motions, social selling teams, the importance of insight development at an organizational level, and what entry-level positions might look like in the future. Get ready for a deep dive into modern go-to-market strategies.
Connect with Chris Walker
- Website
In this episode, we cover:
- Dark social’s origins (1:25)
- Independent buying in dark social (3:00)
- Using insights to drive go-to-market (5:50)
- Sales and selling in modern GTM (10:35)
- Changing demand engines on the fly (15:35)
- Importance of demand gen in the sales process (18:40)
- Will sellers just be “catchers”? (20:30)
- Can sellers be social sellers? (26:55)
- Does realigning incentives matter? (29:01)
- New vs. old hiring & training motions (32:20)
- Entry-level positions (35:50)
- Sales in a product-led world (39:15)
- Refine Lab’s upcoming experiments (43:00)
- Chris’ Power Hour (45:35)
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site
b2bpowerhour.com
to learn more about our upcoming live shows, events, and more.
Social selling has evolved from selling on social to something BIGGER
There’s a reason top sales influencers tell you to invest in social selling and stress the impact it can have on your career. It’s time we shed light on what it actually means!
Join us for this B2B Power Hour workshop to discuss:
✅What is social selling?! (and what it’s NOT)
✅Content is the trust & credibility you need
✅Comments are the accelerator
✅New analytics - Why it’s exciting
✅Repurposing - why you need to
✅Pet peeves (we have a few to cover haha)
Join us to learn how social selling can fill your calendar and build your pipeline.
Follow Will Aitken on LinkedIn: https://www.linkedin.com/in/justwillaitken/
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
RevOps is the new shiny term. But what is it actually? Morgan sits down with Asia Corbett, Senior Revenue Operations Manager at Bread Financial, to discuss what RevOps is and should be. Asia breaks down her experience in a variety of RevOps roles and explains how RevOps should work within a team. They discuss cross-functional collaboration, the need for more than just a CRO, how to actually break down siloed teams, and the future of RevOps in startups. If you’ve been wanting answers for how RevOps fits into the broader picture, this is the episode for you!
Connect with Asia Corbett
In this episode, we cover:
- What is RevOps, actually? (1:05)
- Is RevOps just more cooks in the kitchen? (3:20)
- Reporting structures for RevOps (7:50)
- Creating hiring profiles for RevOps (12:45)
- Collaboration across Ops teams (17:05)
- Creating a more strategic RevOps team (22:45)
- Is RevOps appropriate for early-stage companies? (25:15)
- The importance of an operations generalist (29:45)
- Can RevOps break down silos? (33:00)
- Should RevOps handle contact intelligence? (35:30)
- Should RevOps handle sales processes? (39:30)
- Asia’s Power Hour (41:30)
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site
b2bpowerhour.com
to learn more about our upcoming live shows, community, and more.
Struggling to get the attention of your prospects? Chances are your mental model about what they need is incorrect. Kyle Williams, founder at Brickstack, joins Morgan to discuss how to develop insights into the market to refine your targeting, messaging, and reach. They unpack what a mental model is, why it’s important, how to build one, how to refine one, and how companies can take advantage of the information at their disposal to master their market. Kyle unpacks the many ways teams can develop insights into their customers and use them for their go-to-market.
Connect with Kyle Williams
- Website
In this episode, we cover:
- What are mental models? (1:15)
- The goals of creating a mental model (2:30)
- Creating a company mental model (5:00)
- Understanding your market’s drivers (7:55)
- How to do research to understand your market (12:15)
- Leveraging your team to build insights (18:55)
- Creating relevance, resonance, and reach (26:55)
- Refining your targeting (30:02)
- Turning insights into messaging (37:00)
- Kyle’s Power Hour (44:30)
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site
b2bpowerhour.com
to learn more about our upcoming live shows, community, and more.
You probably think sales reps close deals 🤔😳
But the data’s in, over 90% of B2B buying happens without sales reps in the room. Now, champions are the key player to landing large deals.
Join us for this B2B Power Hour workshop to:
✅ Increase your close rate by selling w/ champions, not to them.
✅ Build a compelling business case for every champion.
✅ Multithread with executives and key employees.
Join us to learn how to win large enterprise deals!
Connect with Nate Nasralla: https://www.linkedin.com/in/natenasralla/
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Nick sits down with Daniel Kijewski, Sr. Director of Enterprise and Staffing Sales at Talent.com to discuss why hiring top talent is an issue right now. Dan dives into how to stand out as a candidate on Linkedin, how to build a healthy culture remotely, how great managers are earning trust from day 1, and more! This will put you one step closer to your dream job!
Connect with Daniel Kijewski
- Website
In this episode, we cover:
- Why hiring top talent is a HUGE issue right now? (0:40)
- How to stand out as a candidate on LinkedIn? (3:45)
- How GREAT hiring managers are building their short list? (8:53)
- What is a healthy culture in our remote world? (17:03)
- How great managers are earning trust from day 1 (26:33)
- Dan’s Power Hour (33:18)
- Dan’s question for Nick (37:33)
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Nick sits down with Ian Koniak, Founder of Ian Koniak Sales Coaching Inc. to discuss how sellers need to change their process to sell enterprise deals! Ian shares a story that changed the way he sells, what a day in enterprise sales looks like and his PREDICT formula for qualifying & forecasting large deals! You NEED to hear Ian’s Predict framework if you’re an Enterprise seller!!
Connect with Ian Koniak
- Website
In this episode, we cover:
- How Ian got into Enterprise sales (1:09)
- Focus on the process, not the prize (4:50)
- How your process NEEDS to change selling enterprise (12:16)
- What a day in enterprise selling looks like (16:46)
- The 3 ingredients of success selling enterprise software (24:35)
- The missed deal that changed Ian’s perspective on sales (30:59)
- EXCLUSIVE Predict framework - Predict the likelihood a large deal will close (38:59)
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
If you’re a seller getting ghosted after your demo’s or struggling to close (even with steep discounts) this is for you.
Meghann Misiak is going beyond the basics of discovery to unlock a more productive selling environment, faster sales cycles, bigger deals and the recognition you deserve with Discovery 2.0.
Join us for this B2B Power Hour workshop on:
✅The limits of Discovery 1.0
✅Deep work & the healthy hustle
✅Creating space for better selling
✅Can you have discovery in demand?
✅Why do we need to do more discovery?
Join us to learn how deals are won in discovery!
Follow Meghann Misiak on LinkedIn: https://www.linkedin.com/in/meghannmisiak/
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Michelle Griffin is a personal brand coach and a highly visible educator on LinkedIn for personal brand development. Morgan sits down with Michelle to break apart her 7 step framework to building personal brands, how to keep it personal and professional, and building partnerships + community through personal branding. Whether you’re a sales professional at a company or looking to spin up a side hustle, this episode breaks down all the personal branding insights you need to succeed.
Connect with Michelle Griffin
- Website
In this episode, we cover:
- Why you need to develop a personal brand (1:30)
- How to develop expertise and authenticity (3:00)
- Michelle’s 7 step framework (7:30)
- Common mistakes people make in personal branding (19:00)
- Balancing promotion with branding (22:25)
- Personal branding for employees (25:45)
- Creating your unique voice (30:00)
- How to build partnerships (35:30)
- Creating community through branding (39:25)
- Michelle’s Power Hour (43:10)
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Nick sits down with Nate Nasralla, Founder of Fluint to discuss how Enterprise AE’s are actually closing deals with the ever growing buying committees. Nate quickly dives into how to stop losing deals when you’re not in the room, camouflaging content as internal memo’s, the art of enabling buyer’s in complex deals, and more. Every Enterprise seller NEEDS to listen to this!!!
Connect with Nate Nasralla
- Website
- Sales Hacker article
In this episode, we cover:
- How to stop losing deals when you’re not in the room (0:26)
- What’s buyer’s journey 3.0? (2:38)
- How design the message to enable the buyer (10:06)
- Camouflaging content as internal memos (16:54)
- The art of enabling your champion (23:39)
- How Nate develops Enterprise functions for sales (30:56)
- Nate’s Power Hour (36:52)
- Nate’s questions for Nick (40:17)
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Nick and Morgan review a dozen profiles on their live show. If you'd like to follow-along with visuals, check out the B2B Power Hour YouTube channel!
Your profile is the foundation to high-performance social selling. It’s your landing page, your business card, and your pitch — all wrapped up in one.
We’re going deep on LinkedIn profiles: tearing apart their headlines, cover photos, about sections, and more.
Join us for this B2B Power Hour workshop on:
✅ The 3-second test
✅ Writing better headlines
✅ Creating a good cover photo
✅ Crafting a compelling About section
✅ Building a profile funnel
...and more!
Join us to learn the ways to book meetings and drive attention from your profile.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Nick joined UnboundB2B to discuss building better buyer's journeys. He dives into the customer insights and value delivery necessary to succeed in modern B2B buying journeys. It's no secret that "why now" is one of our favorite questions to ask. Nick dives and explains how "why now" can entirely transform the outbound motion, the customer experience, and building a buyer's journey. Forget personas, forget industries, and start building buyer journeys that are relevant to actual customers.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Nick sits down with Jordan Crawford, co-founder of Blueprint to unpack why he doesn’t recommend SDR's build account lists, his title upgrade to VP of Sales Enablement @ Outreach (experiment), the reality of hyper-personalization, how SDR’s can better understand customers and where sales managers fit in all of this. This will change the way you do outreach!
Connect with Jordan Crawford
- YouTube
- Website
In this episode, we cover:
- Jordan’s title upgrade to VP of Sales Enablement @ Outreach (0:23)
- The issue with hyper-personalization & volume tactics (7:03)
- How can SDR’s better understand their customers? (14:00)
- The battle of incentives w/ a thought on engineering & family (21:23)
- How can great sales managers help their teams? (29:28)
- Jordan’s Power Hour (32:08)
- Jordan’s question for Nick (35:35)
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Most sales reps have no idea what to do other than sending a DM to book a meeting. The problem is... people don’t like cold pitches in their DMs.
So how do you engage prospects?
We’re diving into how to do engagement strategies right. From sequences to outreach methods, we’re exploring how to leverage LinkedIn to sell — without having to sell out.
Join us for this B2B Power Hour workshop on:
✅ How to use content to create conversations
✅ Timing conversations (comments → connection requests → DM’s)
✅ Asking for meetings
✅ Should you automate engagement?
✅ Measuring effectiveness
...and more!
Join us to learn the powerful engagement strategies that book meetings and build pipeline.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Daniel Kading sits down with Morgan to discuss how to create community on LinkedIn (and TikTok) through better content and comments. They unpack Daniel’s strategy to generate new content strategies, engage with peers, and build deeper relationships with people. There’s genuine laughter and inspirational stories as Daniel references his many experiences and passions to building community. If you're trying to build better relationships on LinkedIn with peers and prospects, this is the episode for you.
Connect with Daniel Kading
- Website
In this episode, we cover:
- Daniel’s content creation process (1:43)
- Why bad ideas can be good (5:18)
- Is batching worthwhile? (8:09)
- Repurposing content (13:23)
- Lessons from Kindergarten (19:53)
- Why cold pitching fails (22:27)
- Types of LinkedIn posts that perform well (25:26)
- How to build your community (30:16)
- Daniel’s Power Hour (41:21)
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Esben Friis-Jensen, Chief Growth Officer at UserFlow, sits down with Morgan to discuss what makes product-led growth unique and how companies can make that transition. Esben lays out the fundamental building blocks of a product-led company, how it informs decisions for marketing & sales, and where companies often go wrong in the transition. Based on his experience transitioning his previous firm to product-led, this discussion goes deep on the many mistakes companies make when considering a PLG go-to-market strategy.
Connect with Esben Friis-Jensen
- Website
In this episode, we cover:
- Main differentiators of product-led growth (1:00)
- Transitioning to product-led at Cobalt (4:10)
- Why product-led is about company culture (9:25)
- Are sales teams needed? (13:10)
- Why expertise matters in product-led firms (19:40)
- Replacing staff with product (21:50)
- Processes replacing people (24:50)
- Why UX needs customer insights (29:40)
- Product-led marketing (32:40)
- Outbound sales at product-led companies (35:40)
- Esben’s Power Hour (40:15)
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
In the spirit of April Fool’s, we’re talking about all the ways not to do outreach on LinkedIn.
We’ve seen all sorts of funny pieces of advice — and received some strange DMs — for outreach on LinkedIn.
Let’s explore the many methods of madness companies think work on LinkedIn, but actually don’t.
Join us for this B2B Power Hour workshop on:
✅ Cold outreach sequences
✅ LinkedIn automation
✅ Hyper-personalized, highly irrelevant invites
✅ Pitching in the comments
✅ Pitchslap with the meeting link
...and more!
We’re going to have a bunch of fun shining a light on these fool’s errands of building pipeline. Join us to learn all of them!
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Nick sits down with Meghann Misiak, Founder of The Path to President’s Club to discuss the formula for better discovery. Yes, you’ll get a new opener for your calls, a bunch of great questions and an answer to “How few meetings should you have”, but we’ll dive even further to figure out why deals are won in discovery. You will never want to skip past discovery to a demo again!
Connect with Meghann Misiak
- Website
In this episode, we cover:
- How do you know if you’re struggling with discovery? (4:27)
- The 3 qualification questions you need to answer (7:21)
- Roles & goals (15:35)
- Why you need more discovery (18:06)
- How few meetings should you have? (23:46)
- Meghann’s discovery opener (27:29)
- 3 magic words & questions to selling internally (34:23)
- Meghann’s Power Hour (39:00)
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site
b2bpowerhour.com
to learn more about our upcoming live shows, community, and more.
Andrea Zoellner, VP of Marketing at Kinsta, sits down with Morgan to discuss their unique approach to building a powerful marketing engine. Kinsta invested early in content marketing –– so they dive into the ways they continue to build, research, and invest in their immense content library. Morgan also explores the ways Kinsta measures marketing performance, including a unique perspective on mapping content to CRM performance, and integrating with the enterprise/mid-market sales teams. Get ready to dive into an incredibly fast-growing company’s marketing strategy!
Connect with Andrea Zoellner
- Website
In this episode, we cover:
- Kinsta’s content engine (1:30)
- Marketing’s goals at Kinsta (5:40)
- Financial metrics that drive marketing (10:10)
- Sales teams at a product-led company (13:30)
- Optimizing for larger accounts (17:36)
- Building a distributed team and culture (21:15)
- Strategic levers for growing (26:10)
- Building customer insights (28:47)
- Revenue intelligence at Kinsta (31:35)
- Mapping content to revenue (34:24)
- Andrea’s Power Hour (38:15)
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Bad prospecting creates all kinds of problems. From inconsistent pipeline to cash flow difficulties, lots of companies recognize that getting the fundamentals right yields better results.
And then they fix it. Right? Right?!
(We’re waiting with baited breath)
Here’s the problem: there are three additional hidden costs of bad prospecting that dramatically change a company’s trajectory.
Join us for this B2B Power Hour workshop on:
✅ Unpacking the three hidden costs
✅ Identifying the problems in your organization
✅ Why your best opportunities are just out of reach
✅ How a better process solves all issues
✅ Why toxic sales culture isn’t just about leadership
...and more!
We are diving past the tip of the iceberg and shining a light on how bad prospecting can ruin great companies. (And trust us — it’s not just because your prospects aren’t answering the phone)
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Nick sits down with David Hoffeld, Author of The Science of Selling + Sell More With Science & CEO of Hoffeld Group to uncover the science behind high performance sellers. David discusses the research that will help you lead better discovery calls, inspire change, advance the sale and be more ethical in your approach. Plus, not to mention our first science backed Power Hour!
Connect with David Hoffeld
- Website
In this episode, we cover:
- What inspired the Science of Selling? (2:08)
- How to use science for better discovery (5:57)
- How do you inspire people to want to change? (12:39)
- The power of second level assessment questions (22:35)
- The reality behind ethical sales (28:58)
- David’s Power Hour (35:00)
- David’s question for Nick (37:54)
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site
b2bpowerhour.com
to learn more about our upcoming live shows, community, and more.
Nick sits down with James “Saywhatsales” Buckley to dive into the massive change that has rocked the sales profession over the past 17 years and have a little fun in the process (James got a cease & desist order)! James breaks apart how onboarding & training have changed since 2019 while touching on the cancer that plagues the sales profession. To top it all off, James talks about sales leadership (or lack thereof) and toast to the greats raising the bar!
Connect with James “Saywhatsales” Buckley
- Website
In this episode, we cover:
- How has sales changed over the past 17 years? (5:03)
- James got a cease and desist order (8:23)
- How onboarding & training have changed since 2019 (15:33)
- Tuning out the distractions (25:31)
- The cancer that affects the sales profession (29:43)
- Prospectors are becoming mad scientists (34:54)
- The problem in sales leadership (37:42)
- James’ Power Hour (41:58)
- James’ question for Nick (45:54)
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site
b2bpowerhour.com
to learn more about our upcoming live shows, community, and more.
The last thing leadership thinks about is content in the sales process... yet, it’s the only thing that gets invited into the board room before sales talks to them — and often enough, after as well.
So why don’t companies create content?
And how much are they willing to lose before they answer that?
Content is one of the easiest ways to get customers to think about change — before they’re even looking for it.
It’s time to demand content as part of your sales strategy.
Join us for this B2B Power Hour workshop on:
✅ Our process for creating content that sells – in 30 minutes / day
✅ Using different post types on LinkedIn (image, text, video)
✅ Repurposing company content for posts
✅ Leveraging the algorithm for exposure
✅ Building a long-term content strategy that WILL overtake outbound
...and more!
Between creating better content that resonates with your audience and leveraging content to book meetings & build pipeline, mastering content is a simple skill that will transform your LinkedIn presence. Join us to find out how.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Morgan sits down with Dan Mott, Founder at SIX3MEDIA and host of the Power Hour (no, not this one!). They dive into how to properly use LinkedIn in 2022. From writing a better tagline, creating and refining an about section, and having intentional – but casual! – conversations with your target audience, Dan charts a path to better social selling strategies. Also, he shares his secrets of success for tracking, focusing on leads, and building content. Get ready to refine your LinkedIn presence!
Connect with Dan Mott
- Check out his LinkedIn Social Selling Course: Click Here
In this episode, we cover:
- The 2022 Vibe of LinkedIn (2:40)
- Building a Better LinkedIn Profile (6:40)
- 3 Key Elements of Your Profile (8:30)
- Writing Your About Section (14:45)
- Lead Management on LinkedIn (22:30)
- Art of Casual Conversation on LinkedIn (31:00)
- Outbound Connections (37:36)
- Dan’s Incredible LinkedIn Tracker (41:12)
- Dan’s Power Hour (51:24)
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site
b2bpowerhour.com
to learn more about our upcoming live shows, community, and more.
Nick sits down with Jason Bay (JBay), Chief Prospecting Officer, at Blissful Prospecting and host of the Blissful Prospecting Podcast. JBay starts by telling us how to focus on the right accounts to maximize our time and transitions into how we can compound on success. His section on the hierarchy of relevance is a MUST LISTEN. At the tail end, JBay touches on his advice to sales managers to up their game. Let’s dive in!
Connect with Jason Bay
- Website
In this episode, we cover:
- How to focus on the RIGHT accounts (1:35)
- How to compound outbound success (7:35)
- The Hierarchy of Relevance (13:03)
- Determining how much time to spend personalizing (18:04)
- Create more inbound in sales (23:28)
- Getting more collaboration to kill siloes (27:56)
- Connect, quantify & control (33:15)
- Advice for sales managers (39:45)
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Let’s face it. Most upfront work companies do before they run an outbound campaign is downloading a ZoomInfo list and filtering out old contacts. Maybe they match it with an idealized ICP.
But then the results of their campaign come rolling in… It’s average. 2% response rates for burning your total addressable market (TAM).
This kind of outbound is unsustainable. What if there was an alternate way?
Join Jordan Crawford of Blueprint for this B2B Power Hour workshop on:
✅ Finding good leads in your total serviceable market (TSM)
✅ Identifying the real PAIN your customers are in
✅ Scoring your TSM to find hot leads
✅ Creating pain-based playbooks
✅ Running outbound that gets real results
This workshop can be your secret weapon in constructing an outbound system that works for 2022. Stop settling for outdated playbooks and upgrade your approach. Join us to learn how!
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Nick was interviewed by Josef Reisz of SalesNation. SalesNation is the international podcast for sales leaders and organizations, providing insights into THE PROBING SALES FRAMEWORK™️ and other sales strategies such as social selling, account-based marketing, prospecting, closing the sale, change-intention facilitation. Hosted by Josef Reisz and Elisabete Garcia, Managing Partners of HoneyComb Agency - The Sales Transformation Company.
Web: www.honeycombagency.co.uk
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Morgan sits down with Jessie Lizak, Head of Marketing at BDEX. They kick-off the conversation with a dive into first-party data strategies and driving consensus around data in an organization. Then they have a wide-ranging conversation on marketing’s role in revenue creation, whether RevOps matters, content performance metrics, freeing your team from controlling messaging, and serving complex buying journeys. Get ready for a fun, wide-ranging conversation!
Connect with Jessie Lizak
- Website
In this episode, we cover:
- First-party data strategies (2:00)
- Machine learning (9:00)
- Key marketing metrics (10:50)
- Why sales backgrounds matter (12:50)
- Does RevOps matter? (14:30)
- Content performance metrics (19:30)
- Whether teams need controlled brand messaging (24:30)
- New-school mentality for CMOs and sales teams (27:10)
- Serving different stages of the buying journey (30:00)
- Helping sales teams (33:10)
- Staying consistent with prospects (36:05)
- Jessie’s Power Hour (38:20)
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site
b2bpowerhour.com
to learn more about our upcoming live shows, community, and more.
Most sales professionals force themselves to work for free because they didn’t invest in their list.
They end up gambling for meetings, getting few responses, and the few demos that do get scheduled don’t turn into sales.
Dialing in an account list is the biggest leverage point to make every activity count.
Time to bust through quota ✨
Join us for this B2B Power Hour workshop on:
✅ How to map out your total addressable market
✅ How to conduct a win-loss analysis
✅ How to dial in a list
✅ How to refine the list as you’re learning
...and more!
Between identifying the best accounts to using your insights for better approaches, we’re diving deep into building an effective list. Join us to find out how.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Welcome to this special 5-part series on TikTok for B2B. TikTok got more visits than Google in 2021. It is increasingly a mature platform and it's ripe for the taking, as long as you use the platform right. We're sitting down with B2B TikTok experts -- the content creators and brand managers who are figuring out what makes the platform tick -- to deconstruct the platform for B2B.
Morgan sits down with....himself! In this finale, he shares his insights from the early TikTok experiments on our new account (@b2bpowerhour). He summarizes some of the key takeaways from each of our guests, whether their advice has proven out (so far), and what to look forward to in the future for B2B TikTok. He also shares some of his tactics when it comes to repurposing content & leveraging the platform efficiently.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Welcome to this special 5-part series on TikTok for B2B. TikTok got more visits than Google in 2021. It is increasingly a mature platform and it's ripe for the taking, as long as you use the platform right. We're sitting down with B2B TikTok experts -- the content creators and brand managers who are figuring out what makes the platform tick -- to deconstruct the platform for B2B.
Morgan sits down with Silvio Perez (@adconversion) of metadata.io to break down the ad ecosystem on TikTok. The results are going to blow your mind! They talk about the technical and the strategic side of running ads on TikTok, from building an audience & native lead conversion forms to targeting & the technicals of running an ad. If you're wanting to experiment with running TikTok ads (and based on the results Silvio shares, you should), this is the episode for you!
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Welcome to this special 5-part series on TikTok for B2B. TikTok got more visits than Google in 2021. It is increasingly a mature platform and it's ripe for the taking, as long as you use the platform right. We're sitting down with B2B TikTok experts -- the content creators and brand managers who are figuring out what makes the platform tick -- to deconstruct the platform for B2B.
Morgan sits down with Todd Clouser (@toddclouser) to unpack content strategies for TikTok. They dive into repurposing content, creating engaging content, cadences, and converting your audience. As a long-time video creator and now Senior Brand Marketing Manager at Refine Labs, Todd shares his experience on different video platforms, why TikTok isn't anything like YouTube, and thinking through the ways the algorithm influences the content you should create.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Welcome to this special 5-part series on TikTok for B2B. TikTok got more visits than Google in 2021. It is increasingly a mature platform and it's ripe for the taking, as long as you use the platform right. We're sitting down with B2B TikTok experts -- the content creators and brand managers who are figuring out what makes the platform tick -- to deconstruct the platform for B2B.
Morgan sits down with Leslie Venetz (@salestipstok) to learn more about building an audience on TikTok. As an O.G. "educator" on the platform -- and someone who never has hopped on the trend wagon -- Leslie has deep insight into the different kinds of content that get people engaged. They discuss repurposing content, finding your niche, the pros & cons of trending content, and even going live on the platform!
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Welcome to this special 5-part series on TikTok for B2B. TikTok got more visits than Google in 2021. It is increasingly a mature platform and it's ripe for the taking, as long as you use the platform right. We're sitting down with B2B TikTok experts -- the content creators and brand managers who are figuring out what makes the platform tick -- to deconstruct the platform for B2B.
Morgan sits down with Will Aitken (@willaitkensales) of Sales Feed (@salesfeed) to breakdown how to get started on TikTok. From researching hashtags to understanding the algorithm, Will breaks down his insights from amassing tens of thousands of followers on both of his accounts. He also talks about pros/cons of business vs. personal accounts, the value of entertainment, and why TikTok really is its own unique ecosystem.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
It’s annoying when everyone gives you advice, but no one trains you on how to do it. And there’s no bigger black hole than LinkedIn advice for selling.
We’re going to crack open the language, the approaches, and the cadences that work to prospect on LinkedIn. These are the techniques & tactics we’ve been testing for months.
Join us for this B2B Power Hour workshop on:
✅ Finding the Right People to Talk To
✅ How to Master Account & Lead List Building
✅ Different Types of Engagement Strategies
✅ Driving Off-Platform Conversations
✅ How to Track Success
...and more!
From scripts to strategies, we’ll be breaking down the approach we use to book meetings and build pipeline on LinkedIn. Join us to find out how.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Nick details how to build an effective account profile for prospecting & sales strategy in this special preview of our Monday Night AMA calls. If you want to join in, shoot us a DM on LinkedIn and we'd be happy to share the calendar invitation with you.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Morgan sits down with Breezy Beaumont, Head of Growth & Marketing at Correlated, to discuss product qualified leads (PQLs) and how they transform a product-led growth strategy. They dive into building revenue intelligence, PQL vs. MQL vs. SQL, how sales changes in a product-led company, and building the revenue teams of the future. Get ready for a serious knowledge drop from one of the leaders in product-led revenue.
Connect with Breezy Beaumont
- Website
In this episode, we cover:
- Product-led growth vs. ABM & Outbound (1:20)
- Sales teams in product-led companies (3:10)
- Adding value in the buyer’s lifecycle (6:42)
- Product qualified leads – PQL (8:31)
- Why PQLs exist post-purchase (13:29)
- Common mistakes & successes (15:48)
- Mistakes in shifting a company to product-led growth (19:32)
- Creating centralized revenue intelligence (23:36)
- Judgment calls when creating PQLs (28:15)
- Breaking down silos (31:28)
- The end of the CMO? (34:47)
- Layering on traditional outbound in product-led firms (37:02)
- Product-led movements for enterprise buyers (43:08)
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Your LinkedIn profile is your business card, your landing page, and the #1 way to get your prospect’s attention. Is it up to snuff?
When you build a LinkedIn profile that sells itself, you can book meetings & build pipeline with ease. Your comments, content, and connections all funnel back to your #1 asset: your LinkedIn profile.
Join us for this Power Hour workshop on:
✅ The 5 Must-Haves of Your Profile
✅ Writing a Headline that Drives Value
✅ Key Elements of an About Section
✅ How to Drive Inbound Meeting Requests
✅ Pros & Cons of Creator Mode
...and more!
We’ll be breaking down the approach we use to drive engagement & meetings just from our LinkedIn profiles. Join us to find out how.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Nick sits down with Tom Slocum, Program Director at RevGenius to uncover why he prefers cold calling in a time where so many are moving to emails & social selling. Tom reveals his 3 R’s of prospecting and his top tips to get better on the phone. He talks about sales as a franchise within a franchise & why we need to pick wisely. You won’t want to miss his segment on SDR’s competitive advantage!
Connect with Tom Slocum
- Website
In this episode, we cover:
- Why do people struggle to pick up the phone? (0:52)
- Why you need to prioritize your accounts (4:35)
- The reason Tom leads with cold calling (7:05)
- A taste of video prospecting (14:42)
- Sales is a franchise within a franchise (20:29)
- Tom’s 3 R’s of prospecting (28:42)
- How to get better on the phone (34:15)
- SDR’s competitive advantage (41:18)
- Tom’s Power Hour (44:36)
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
LinkedIn requires a new, modern approach to sales. We've spent the last 4 months testing, experimenting, and proving out a way you can leverage the largest B2B network for your sales movement. It's a social media platform, after all. That means people come to engage, not to be sold.
But, you don't need hours per day to do it right. You only need 30 minutes.
Tune into this special episode of the B2B Power Hour as we breakdown how this playbook was developed, a preview of some of the tactics inside, and our thoughts on the current state of LinkedIn sales. Go to b2bpowerhour.com to unlock lifetime access to this playbook!
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
The #1 reason your LinkedIn DMs, calls, and emails don’t go anywhere: they’re not driven by a clear buyer-led strategy.
This is for the people whose trade shows and cold calls aren’t working anymore. We’ve rebuilt the account strategy for the digital era. Buyers are virtual –– are you reaching them effectively?
Join us for this Power Hour workshop on:
✅ How to Segment the Market & Find the Right Accounts
✅ Using Video, SMS, and Digital Tools to Prospect
✅ Creating a Simple Sales Playbook for Each Account
✅ How to Route to the Right Personas
✅ Doubling Your Booked Meetings
...and more!
We’ll be breaking down our framework we’ve used to reach the right stakeholders at companies and build pipeline, quickly. Get ready to supercharge your prospecting! Join us to find out how.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Nick sits down with Alex Newmann to talk prospecting to give you an account strategy that builds a healthy pipeline. Starting with sales strategy and transforming it into account strategies with the individual channels you should focus on. We’ve all wondered what the perfect sequence length is & how to set up our quarter. The biggest takeaway is going to be how to properly qualify deals to make sure you’re not chasing ghosts.
Connect with Alex Newmann
- Website
- New Prospecting Playbook
In this episode, we cover:
- How to build a sales strategy (3:39)
- How does that turn into an account strategy? (12:13)
- What channels should we focus on? (16:25)
- What does your sequence/cadence look like? (21:20)
- How do you set up your quarter? (24:39)
- How to properly qualify (and disqualify) deals (32:38)
- Why you need to master forecasting (40:07)
- Alex’s Power Hour (44:45)
- Alex’s question for Nick (46:09)
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
If you'd like to get your question into one of our live shows, you can visit our site b2bpowerhour.com and put in your email. We'll send you an advance copy of our agenda & you can submit your questions!
Morgan sits down with Declan Mulkeen, CMO at StrategicABM and host of the Let’s Talk ABM podcast to break down the nuts and bolts of creating an effective account-based marketing campaign. Declan deconstructs how to segment the market, the purposes of ABM, creating an account strategy, routing into accounts, and so much more. Listen in to learn all the upfront work required to make ABM, well, work!
Connect with Declan Mulkeen
- Website
- Let’s Talk ABM Podcast
In this episode, we cover:
- Prerequisites of running ABM (1:10)
- Managing risk in an organization (4:20)
- ABM is complementary, not a replacement strategy (6:33)
- The 4 Purposes of ABM (9:11)
- How big your marketing department needs to be (14:00)
- Questions to answer before starting ABM (19:58)
- Major mistakes companies make with ABM (25:31)
- Tiering out accounts (29:26)
- Aligning sales & marketing metrics (36:01)
- Creating communication for sales & marketing (39:50)
- Routing into accounts (43:00)
- Declan’s Power Hour (46:59)
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
If you'd like to get your question into one of our live shows, you can visit our site b2bpowerhour.com and put in your email. We'll send you an advance copy of our agenda & you can submit your questions!
LinkedIn can be the most powerful sales tool in your toolbelt — yes, even beating great cold email. Between the new Sales Navigator features and being able to hyper-target your outreach, you can generate consistent booked meetings each week from LinkedIn leads.
Join us for this Power Hour workshop on:
✅ Integrating Your Account Strategy
✅ Building Your Profile
✅ The Best Way to Prospect & Do Outreach
✅ Leveraging Comments & Content
✅ Getting Your Money’s Worth Out of Sales Navigator
...and more!
We’ll be talking actual frameworks and cadences you can implement tomorrow. Get ready to take the guesswork out of your LinkedIn approach. Join us to find out how!
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Nick sits down with Kap Chatfield, CEO of Rveal Media, to figure out how B2B companies are building pipeline with a podcast. Kap reveals his secrets of the trade, why he loves video, how he plays the short-long game and unpacks all he’s learned in 2 years of podcasting. It will make you want to start your own podcast!
Connect with Kap Chatfield
- Website
- Kap’s favorite episode
In this episode, we cover:
- Should you start a podcast in 2022? (0:51)
- Why video podcasts over audio only (4:45)
- How do you leverage a podcast to build pipeline (7:35)
- Accelerating your market knowledge (17:13)
- Top takeaways from 2 years of podcasting (28:32)
- How long does it take to see results? (41:30)
- Kap’s Power Hour (45:34)
- Kap’s question for Nick (51:58)
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
If you'd like to get your question into one of our live shows, you can visit our site b2bpowerhour.com and put in your email. We'll send you an advance copy of our agenda & you can submit your questions!
Nick sits down with Stacey Danheiser of SHAKE Marketing to dive into customer research. Stacey shares her tips on how to declare your target audience, how to avoid the sea of sameness, figuring out your value proposition and her trick on how to ask for advice.
Connect with Stacey Danheiser
- Website
In this episode, we cover:
- Why is marketing an order taker for sales and most organizations? (0:52)
- Declare your target audience (3:33)
- Customer research in B2B (8:58)
- Positioning - lost in a sea of sameness (15:17)
- Differentiating with your approach (22:03)
- Stacey’s Power Hour (33:30)
- Research tip - asking for advice (39:14)
- Stacey’s question for Nick (44:18)
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
If you'd like to get your question into one of our live shows, you can visit our site b2bpowerhour.com and put in your email. We'll send you an advance copy of our agenda & you can submit your questions!
Only 1% of all active users on LinkedIn create content. What’s stopping you from being a part of this exclusive crew?
Creating content doesn’t need to be complicated. It’s just another way to get in front of your target audience in a way that leverages the algorithm.
Join us for this Power Hour workshop on:
✅ Overcoming imposter syndrome and “why me?”
✅ Creating a content schedule that works
✅ Best types of content (video vs. polls vs. text)
✅ Why LinkedIn isn’t just a “distribution” channel
✅ Using content to book meetings
...and more!
This is the perfect workshop for sales professionals looking to leverage LinkedIn for more than just prospecting and for marketers looking to upgrade their content roadmap. Join us to find out how!
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Morgan sits down with Ryan Paul Gibson of contentlift.io to deconstruct his approach to customer interviews. If you’re looking for the definitive process to running customer interviews, this is the episode to listen to! Ryan shares how to identify the right people to talk to, how to ask for an interview, how many interviews to conduct, and so much more.
Connect with Ryan Paul Gibson
- Website
In this episode, we cover:
- Surveys vs. customer interviews (1:35)
- Why interviews reveal things surveys don’t (3:40)
- The value of qualitative data (5:26)
- What department should lead customer interviews (7:09)
- The shortcomings of only listening to sales calls (10:12)
- Should you be interviewing prospects too? (13:59)
- How to segment the market to identify good targets (19:28)
- How to ask for an interview (25:33)
- How to conduct the interview (29:03)
- The importance of practical empathy (34:32)
- One of Ryan’s favorite questions to ask (37:20)
- How many interviews to conduct (38:50)
- How long should the whole process take (41:03)
- What to do with the data from interviews (43:45)
- Ryan’s Power Hour (48:03)
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
If you'd like to get your question into one of our live shows, you can visit our site b2bpowerhour.com and put in your email. We'll send you an advance copy of our agenda & you can submit your questions!
Nick sits down with Eddy Bahnam the Hyperactive Salesmen. In this episode we explore the FOMO in B2B SaaS that drives unprofitable business, moral dilemma of “are we more than the company we sell for”, getting sold a McDonald’s deal and what it means to humanize the sale.
Connect with Eddy Bahnam
In this episode, we cover:
- Are we more than the company we work for? (0:40)
- The 2 types of salespeople (6:07)
- Specialization of trade in sales (10:55)
- Will salespeople get replaced by bots? (13:09)
- Profitable growth in B2B SaaS (19:31)
- FOMO in GTM strategy (23:35)
- Humanizing the sale (25:32)
- Getting sold McDonald’s (34:41)
- Eddy’s Q: WIll we see more full cycle AE’s? (37:52)
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
If you'd like to get your question into one of our live shows, you can visit our site
b2bpowerhour.com
and put in your email. We'll send you an advance copy of our agenda & you can submit your questions!
The secret is out –– LinkedIn is the top platform for B2B buyers and sellers. Are you using it for something other than a cold call?
There’s a huge opportunity to use LinkedIn properly as a way to connect to your prospects meaningfully and drive pipeline.
Join us for this Power Hour workshop on:
✅ Building effective account + lead lists
✅ Using LinkedIn to research your prospects via events and influencers
✅ Using comments to approach and engage
✅ How to not leave conversations on the table
✅ Content that attracts attention
...and more!
Sales teams and marketers can use LinkedIn to generate demand and build pipeline tomorrow if they get it right. Join us to find out how!
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Nick sits down with Will Allred to tear apart cold emails and learn from the King of Email! They dive into how Will filter’s his own email, Lavender’s go-to email sequences, the reason you should coach cold email and the one question Will wishes people would ask him more about email.
Connect with Will Allred
- Website
In this episode, we cover:
- What do you need to know before you send a good email? (1:57)
- The reason to coach cold emailing (10:03)
- Are there times you shouldn’t use an email? (12:42)
- How Will filters his own email (18:59)
- Lavender’s go to email sequence (25:55)
- Why Will hosts email tear down sessions (31:02)
- The question Will wishes he got asked more (34:59)
- How to get the most out of email coaching (
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
If you'd like to get your question into one of our live shows, you can visit our site b2bpowerhour.com and put in your email. We'll send you an advance copy of our agenda & you can submit your questions!
Morgan sits down with Laura Erdem, an Account Executive at Dreamdata.io to discuss how to use content & social selling to drive pipeline. They dive into Dreamdata’s approach to LinkedIn and how AEs can use content to build pipeline and generate demand. They also touch on Dreamdata’s unique approach to RevOps.
Connect with Laura Erdem
- Website
In this episode, we cover:
- Dreamdata’s first content initiative (2:42)
- Laura’s approach to content as an AE (4:45)
- Why repurposing content works (7:32)
- Metrics to pay attention to (9:19)
- The big play from Dreamdata’s CRO (15:07)
- Why experimentation leads to success (19:30)
- Multi-touch pipelines (21:38)
- How content leads to a new marketing approach (26:06)
- Laura’s curiosity superpower (29:25)
- Laura’s content creation process (32:13)
- How Morgan thinks about podcasts (37:44)
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Is 80% asking too much? Is 30% a good benchmark? What’s the acceptable closing rate on sales?
And guess what: “it depends” is not an acceptable answer.
Join us as we dive into:
✅ How to properly qualify opportunities
✅ Benchmarks for high performing sales teams
✅ Tools & tactics for pipeline development
This is gonna be a good one, folks!
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Morgan sits down with Kristina Jaramillo of Personal ABM to dive into the ABM landscape and where teams do it right and do it not-so-right. They touch on where ABM fits into the go-to-market landscape, how companies mess it up, and what to start doing when rolling out ABM.
Connect with Kristina Jaramillo
- Website
In this episode, we cover:
- The top mistakes companies make when considering ABM (0:50)
- ABM is not a tech stack (3:29)
- Why scaling quickly is an obstacle (7:30)
- Benchmarks of ABM performance (9:45)
- Different deal sizes and its impact (12:30)
- Building persona knowledge (14:20)
- Why ABM only works with marketing & sales on the same team (17:06)
- How value drives ABM performance (20:00)
- How templates let you down (22:04)
- Cutting through the noise (24:45)
- Marketing-sourced revenue (28:30)
- Metrics of performance (31:00)
- Things to stop asking an ABM firm (33:15)
- Things to start asking an ABM firm (34:13)
- Morgan’s favorite marketing projects (35:51)
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
If you'd like to get your question into one of our live shows, you can visit our site b2bpowerhour.com and put in your email. We'll send you an advance copy of our agenda & you can submit your questions!
Nick sits down with Marcus Chan of 6 Figure Sales Academy to dive into the IPA’s (income producing activities) that high performers make a priority. They touch on the truth about sales which awakens a GIANT in the process. Marcus’ talks about the right investments in your growth, how discipline creates freedom and even a little on how you learn.
Connect with Marcus Chan
- Website
In this episode, we cover:
- The truth about the sales profession (1:00)
- Survival of the fittest (3:13)
- The move to management (6:36)
- Marcus’ origin story (8:27)
- Shiny thing syndrome (13:05)
- Awaken the GIANT (14:04)
- First BIG investment (17:48)
- The WHO is Key (22:35)
- Core fundamentals work across the board (28:30)
- Your future is in your routines (32:19)
- Discipline creates freedom (37:19)
- IPA’s: Income Producing Activities (40:05)
- Putting a plan in place to get it done (45:00)
- How do you learn? (47:50)
- What does a perfect day look like? (51:09)
- Make it part of your routine (53:45)
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
If you'd like to get your question into one of our live shows, you can visit our site
b2bpowerhour.com
and put in your email. We'll send you an advance copy of our agenda & you can submit your questions!
We’ve all adapted to the Slack groups and Zoom rooms (thanks COVID). But when it comes to managing sales teams, most companies are stuck in 2019 — or even 1999.
Join us as we dive into the ways sales management should evolve to the meet the growing demands of today.
In this show we’ll cover:
✅ How do you manage performance before it’s a problem?
✅ What’s more important: your tech stack or your team’s social media presence?
✅ Do you have a healthy sales culture?
✅ How do you keep top performers and hire new ones?
Let’s get our sales teams ready to be virtual selling machines. 🎉
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
If you'd like to get your question into one of our live shows, you can visit our site b2bpowerhour.com and put in your email. We'll send you an advance copy of our agenda & you can submit your questions!
Nick sits down with Nick Bennett of Alyce to discuss the mysterious world of personal branding for sales and explore who ABM is a good fit for. To save everyone from wasting time and money on the latest buzzword in the marketing world. Nick talks about the real reason he started his podcast ‘Rep Your Brand’, his formula for posting and his North Star for social media.
Connect with Nick Bennett
- Podcast
In this episode, we cover:
- Nick’s formula for posting content (3:34)
- The REAL reason to start a podcast (5:25)
- B2B branding for Sales (7:41)
- Work vs personal content (12:33)
- Nick’s LinkedIn North Star (15:25)
- Who should invest in ABM (18:31)
- Nick’s tech stack (21:41)
- Building a strong account list (23:54)
- Where are you doubling down in 2022? (28:40)
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
If you'd like to get your question into one of our live shows, you can visit our site b2bpowerhour.com and put in your email. We'll send you an advance copy of our agenda & you can submit your questions!
Morgan sits down with Candyce Edelen, CEO of PropelGrowth, to discuss her approach to cold prospecting on LinkedIn that has earned her not just high acceptance rates (90%+) but also high meeting acceptance rates with new connections (70%)+. We break down her approach to prospecting on LinkedIn, including how to personalize, whether automation is a good idea, and how to provide value at every stage of the conversation. Connect with Candyce (according to her instructions on the show!) at https://www.linkedin.com/in/candyceedelen/.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
We’re donning our 2022 party glasses and making seven — count ‘em, 7! — predictions for B2B go-to-market in the new year.
We’re going to cover the gauntlet:
✅ Go-to-market strategies, including ABM, product-led growth, & traditional outbound
✅ Building revenue intelligence across sales, marketing, and success
✅ The emerging dominance of creative & content (especially in video)
...and more!
Join us to discuss how B2B companies can gear up for success in 2022 by understanding where the market is headed.
P.S. it’s not too early for champagne 🥂
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.
Morgan joins Janvi Gandhi on Let's Get Candid from Unbound B2B to discuss branding principles in the B2B world, creating priorities for personalization, dissecting funnels, and making economical choices when trying to build trust. Ultimately, personalization doesn't just have to be a name in an email sequence -- it's targeted and relevant content for the people who need it.
Thanks to Unbound B2B for sharing this interview.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
If you'd like to get your question into one of our live shows, you can visit our site b2bpowerhour.com and put in your email. We'll send you an advance copy of our agenda & you can submit your questions!
How do you build sales momentum for the new year?
We all know the classic “let’s talk about this in Q1.” We’ve all heard the “well let’s talk about it in our next budget cycle.” And we’re definitely familiar with the “I’m sorry, I’m out of town until the New Year.”
🤯
In this episode we’ll cover:
✅ How can you achieve quota during the holiday season?
✅ What activities are effective during this time?
✅ Can you really close sales?
Join us as we discuss the best ways to use the Holiday Season as a slingshot for your sales momentum, including cadences & activities, what to do and what not to do, and how to orient yourself for the new year.
Ugly Christmas sweater not required 🎅
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
If you'd like to get your question into one of our live shows, you can visit our site b2bpowerhour.com and put in your email. We'll send you an advance copy of our agenda & you can submit your questions!
Nick sits down with Arthur Castillo of Chili Piper to dive into the world of marketing, from a sales lens. Arthur recently made the move to field marketing after being an AE. They talk about the changes they’re seeing in the way marketer’s move through the funnel, B2B’s dirty little secret and how context is the key to sales success!
Connect with Arthur Castillo
- Website
In this episode, we cover:
- Arthur’s move from sales to marketing (1:14)
- Why you need to be first to insight (3:22)
- The change from the funnel to the flywheel (5:19)
- Top of feed, top of mind (9:21)
- Joining the conversation in somebody’s head (13:55)
- Earning the right to be in their feed (17:52)
- B2B’s dirty little secret (21:30)
- The person that wins your business is the one who responds first (26:56)
- Context is really what the sales rep is in charge of (31:19)
- The obsession with ICP (34:42)
- What is changing with how people buy? (38:07)
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
If you'd like to get your question into one of our live shows, you can visit our site
b2bpowerhour.com
and put in your email. We'll send you an advance copy of our agenda & you can submit your questions!
Which metrics should you pay attention to? Do likes on comments matter? Should your videos be reaching 1,000+ people?
How do you know it's time to change your process, cadence, or messaging?
We're going to explore:
✅ the top metrics to track
✅ how you can link your LinkedIn activity to pipeline
✅ how to make the business case that 30 minutes+ per day is really driving revenue
✅ how you know you have trust with prospects
Join us as we break down the right metrics of success on LinkedIn.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
If you'd like to get your question into one of our live shows, you can visit our site b2bpowerhour.com and put in your email. We'll send you an advance copy of our agenda & you can submit your questions!
Morgan sits down with David Burcombe, Senior Enterprise SDR at Turtl, to discuss how he stays visible on LinkedIn. As an in-house employee at Turtl, the dynamics of creating content & commenting on LinkedIn is different than being a sales influencer. They breakdown David's easy approach to creating content as an SDR, how he thinks about personal branding, how Turtl supports their employees in creating content, and how it all relates to building pipeline. Join in on this conversation if you're really interested how an in-house employee can still create content & find their voice! Find David on LinkedIn at https://www.linkedin.com/in/davidburcombe1/.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
If you'd like to get your question into one of our live shows, you can visit our site b2bpowerhour.com and put in your email. We'll send you an advance copy of our agenda & you can submit your questions!
Nick sits down with Scott Sandland, the CEO of Cyrano.ai to discuss the future of technology, automation, + AI and their implications for the future of sales. Will salespeople ever be automated away? What's the current state of AI-powered technology? What will the future of sales look like? Join Nick & Scott for a fun, wide-ranging conversation. Find Scott on LinkedIn at https://www.linkedin.com/in/scottsandland/.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
If you'd like to get your question into one of our live shows, you can visit our site b2bpowerhour.com and put in your email. We'll send you an advance copy of our agenda & you can submit your questions!
In this live show we're answering the most crucial questions about cold prospecting on LinkedIn. What is the best approach to cold prospecting out here on LinkedIn? How do some sales professionals far outpace their quota using better cold prospecting sequences? How do you convert a new connection?
Introducing the first of our tactical series, where we breakdown new approaches in a world dominated by outdated playbooks.
We're diving in deep into how to properly cold prospect out here, including how comments are a better first introduction than a DM, follow-up cadences that win trust and new clients, how to get calls booked off of LinkedIn... and more!
Join us as we break down the tactics you need to be using to drive pipeline and revenue.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
If you'd like to get your question into one of our live shows, you can visit our site b2bpowerhour.com and put in your email. We'll send you an advance copy of our agenda & you can submit your questions!
Nick sits down with Vivian Pérez of Vanp Brand Studio. They focus on how you show up in the world: your personal brand, how to demonstrate personality authentically, how to overcome your fears of vulnerability, and much more. You can find Vivian on LinkedIn at https://www.linkedin.com/in/vivianperezbrandingandcontent/.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
If you'd like to get your question into one of our live shows, you can visit our site b2bpowerhour.com and put in your email. We'll send you an advance copy of our agenda & you can submit your questions!
Morgan sits down with Paul Slack, CEO of Vende Digital, to discuss how sales representatives can use demand generation techniques to transform their outbound motion. There's lots of juicy tactical insights in this episode. They dive into: why a sales rep or AE is well-positioned to generate demand (not just capture it), how to leverage LinkedIn with a good approach and a target audience, why you can't control the sales cycle, and how demand generation can solve those pipeline problems. You can find Paul on LinkedIn at linkedin.com/in/paulslack/.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
If you'd like to get your question into one of our live shows, you can visit our site b2bpowerhour.com and put in your email. We'll send you an advance copy of our agenda & you can submit your questions!
In this live show, we dive into the deep psychological principles that underpin good content. We're addressing all kinds of biases and quirks in human nature. This is for the SDR’s, AE’s, Sales Managers and Leaders ready to turn social media into a growth engine. Understand how human behavior works and align your efforts to succeed!
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
If you'd like to get your question into one of our live shows, you can visit our site b2bpowerhour.com and put in your email. We'll send you an advance copy of our agenda & you can submit your questions!
How do you go about building a personal brand on LinkedIn while you're trying to build pipeline for your company? Does content creation play a role? How do you navigate the imminent conversations with your sales managers while you build a lasting personal brand?
In this live show, we dive in to the nuts and bolts of building a personal brand as an SDR, BDR, or AE out on LinkedIn. We'll be discussing simple tactics that can build your brand without spending more than 30 minutes a day on LinkedIn.
Meet your targets, cultivate relationships, and build your brand.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
If you'd like to get your question into one of our live shows, you can visit our site b2bpowerhour.com and put in your email. We'll send you an advance copy of our agenda & you can submit your questions!
Nick is interviewing Jason Myers, CRO of Austin Lawrence Group. It seems only fitting that LinkedIn brought them together and that they're going to dive into Dark Funnels + the move away from standard “just looking” form fills. Time to challenge the way it’s always been done! You can find Jason on LinkedIn at https://www.linkedin.com/in/jason-myers-content-maven/.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
If you'd like to get your question into one of our live shows, you can visit our site b2bpowerhour.com and put in your email. We'll send you an advance copy of our agenda & you can submit your questions!
The foundation of all great pipeline acceleration efforts doesn't start with a good pitch. It's not even your product packaging, even though you need to be confident in what you're selling.
It all starts with your positioning: how you tell the story of your competitive advantage. We're breaking down the building blocks of nailing your positioning, so you can stand out against your competitors and win new deals.
Then, your pitch and product and everything else will flow easily.
Start with positioning to grow your pipeline.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
If you'd like to get your question into one of our live shows, you can visit our site b2bpowerhour.com and put in your email. We'll send you an advance copy of our agenda & you can submit your questions!
In this live show, we dive into the essential skills and tools for modern content creation, especially looking at how SDRs and AEs can master the content creation process to become a self-sufficient salesperson.
Content creation used to be about written plug-and-chug. Write a blog, repurpose it into a post, share the link on all the media platforms, and pray to the SEO gods it gets traction. Does this still hold? What sorts of content creation strategies are working today for B2B? How does TikTok play into it? Tune into learn how content has changed and the skills you need to develop to master modern content creation.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
If you'd like to get your question into one of our live shows, you can visit our site b2bpowerhour.com and put in your email. We'll send you an advance copy of our agenda & you can submit your questions!
Nick takes the helm and interviews Chad Kroeker, co-founder and Managing Partner of clearmotive marketing group. They dive deep into ABM campaigns, constructing an account list, and more. Get ready for a fun deep dive with an ABM and marketing specialist. You can find Chad on LinkedIn at https://www.linkedin.com/in/chadkroeker/.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
If you'd like to get your question into one of our live shows, you can visit our site b2bpowerhour.com and put in your email. We'll send you an advance copy of our agenda & you can submit your questions!
It's our first interview! Tune in with Morgan interviewing Nelson Gilliat, the author of "The Death of the SDR," as they discuss the Predictable Revenue model, its shortcomings, its alternatives, and how marketing & sales is changing before our eyes. You can follow Nelson out on LinkedIn at https://www.linkedin.com/in/nelson-gilliat/
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
If you'd like to get your question into one of our live shows, you can visit our site b2bpowerhour.com and put in your email. We'll send you an advance copy of our agenda & you can submit your questions!
You want to know which customers to prioritize, right? Then you have to listen to this live show. We dive into account strategy, defining an ICP using sales-led market research, becoming a partner, navigating the sale, and how great marketing makes the whole process easier. Get ready for a fast-paced conversation on how to sustainably generate pipeline by using better sales and marketing together.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
If you'd like to get your question into one of our live shows, you can visit our site b2bpowerhour.com and put in your email. We'll send you an advance copy of our agenda & you can submit your questions!
Join us this week for a live show entirely dedicated to hiring, firing, and building a marketing team that can drive performance. With all the new innovation in marketing (demand generation, dark social, dark funnel, brand campaigns, new channels like TikTok, and more), companies need to redesign who they hire for and how. We dive into the new marketing team, how companies can shift gears in the long-haul as they stabilize ARR and cash flow, and where sales fits into the equation!
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
If you'd like to get your question into one of our live shows, you can visit our site b2bpowerhour.com and put in your email. We'll send you an advance copy of our agenda & you can submit your questions!
In this live show, we're discussing how both martech and sales tech fails teams to actually drive revenue. We're diving into the pros & cons of using automation, what technology actually augments, and how marketing & sales should leverage technology in their organizations. Get ready to cover financial concepts, data integration, scripting, nurturing, and so much more.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
If you'd like to get your question into one of our live shows, you can visit our site b2bpowerhour.com and put in your email. We'll send you an advance copy of our agenda & you can submit your questions!
In this live show, we unpack how inbound marketing is failing. Get ready to dive deep into how inbound programs fail, where demand generation can help fix some of the issues, why sales teams are overworked, and how to build a more effective inbound marketing program. Also, get ready for B2B Power Hour's first on-air f-bomb!
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
If you'd like to receive advanced agendas for each of our live shows, you can visit our site b2bpowerhour.com and put in your email. We'll send you an advance copy & you can help drive the discussion with your questions!
In this live show, we unpack how to generate consistent revenue in 6 months using modern & virtual sales, demand generation playbooks, short-term & long-term marketing strategies, and why cultivating relationships helps solve cash flow problems.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
If you'd like to receive advanced agendas for each of our live shows, you can visit our site b2bpowerhour.com and put in your email. We'll send you an advance copy & you can help drive the discussion with your questions!
In this live show, we unpack how to accelerate your profitability & revenue growth in the long-run by cultivating brand loyalty, building success teams, and changing your sales model to deeply consider the post-transaction process.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
If you'd like to receive advanced agendas for each of our live shows, you can visit our site b2bpowerhour.com and put in your email. We'll send you an advance copy & you can help drive the discussion with your questions!
Morgan is out for this live show, so Nick brings on Anfernee Chansamooth to discuss how to leverage case studies, where it fits in with your content marketing strategy, and how it accelerates your brand's value in the customer's eye.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
If you'd like to receive advanced agendas for each of our live shows, you can visit our site b2bpowerhour.com and put in your email. We'll send you an advance copy & you can help drive the discussion with your questions!
In this live show, we discuss how the "overnight success" is actually just a myth, where marketing actually needs to be paying attention, and how to get marketing & sales to work together to fuel your success. We are joined by Travis L. Scott, the CEO of Rainier Digital, for this conversation. You can find Travis on LinkedIn at https://www.linkedin.com/in/travisscott24/.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
If you'd like to receive advanced agendas for each of our live shows, you can visit our site b2bpowerhour.com and put in your email. We'll send you an advance copy & you can help drive the discussion with your questions!
In this kick-off live show, we discuss how to create a modern buying experience. Why is your team defaulting to sales? Why isn't your marketing team delivering qualified opportunities in a robust, modern program? We cover roles & responsibilities of sales and marketing teams, how to handle inbound inquiries, where sales teams should be focusing their attention, and packaging/pricing strategy.
Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett
Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith
If you'd like to receive advanced agendas for each of our live shows, you can visit our site b2bpowerhour.com and put in your email. We'll send you an advance copy & you can help drive the discussion with your questions!