The B2B Sales Podcast: Recent Episodes

Thibaut Souyris & Skip Miller

The B2B Sales Podcast addresses topics at the core of B2B sales, such as sales development, sales training, and sales coaching.

This podcast will help salespeople such as Sales Development Rep (SDR), Account Executive (AE), or anyone in sales management discover new tactics and implement them within their sales organizations.

While the topics covered could benefit anyone, the B2B sales podcast's focus is on Tech sales and EMEA sales

Skip and Thibaut interview weekly thought leaders, experts, and veterans in B2B sales in the show, which is brought to you by SalesLabs, the B2B sales training for tech sales teams

This episode it the last one of The B2B Sales Podcast.

If you want to keep getting value, you'll find everything you got from the podcast and more in the following channels:

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Thanks for being a listener, hope to see you on LinkedIn!

Welcome to the B2B Sales Podcast! I'm your host Thibaut. In today's episode, I discuss how experienced remote salespeople can transition from traditional employment to becoming highly paid sales professionals with the freedom to choose when, where, and how they work. If you're tired of your remote sales job and looking for a way to diversify your income and gain more flexibility, this episode is for you.

Main Topics Covered* Challenges of remote sales jobs * The concept of a portfolio career * Benefits of short-term contracts * Steps to transition to a portfolio career * How to market your sales experience without launching a new business

Links* Sign up for the waitlist: Sales Labs Portfolio Career Waitlist

Welcome to the B2B Sales Podcast! I'm your host Thibaut. In this episode, I'll share a story from a recent wine tasting event in the South of France and discuss why winemakers often struggle with sales. I'll also reveal three simple questions you can ask to close a deal, inspired by Skip Miller. These questions will help you qualify prospects and save time during your sales process.

Main Topics Covered* Story from a wine tasting event * Why winemakers struggle with sales * Three questions to qualify a deal: * What's causing you to have a conversation with me today? * What are the outcomes you expect from this conversation? * When can you make a decision?

Links* Sign up for the Tactical Selling newsletter: Sales Labs Tactical

Welcome to the B2B Sales Podcast! I'm your host Thibaut, and in this episode, I'll share the essential tools I use every day for prospecting. From all-in-one platforms to my own custom tools, these resources will help you streamline your prospecting process and improve your results.

Main Topics Covered* AmpleMarket: An all-in-one prospecting platform * Kaspr.io: Tool for finding complicated email addresses and phone numbers * LinkedIn native videos: Effective for standing out in prospecting * Prospecting template swipe file: Collection of high-performing messages * Sales process calculator: Tool for tracking daily prospecting targets

Links* Sign up for the Tactical Selling newsletter: Sales Labs Tactical

Welcome to the B2B Sales Podcast! I'm your host Thibaut, and in this episode, I'll share my 2024 guide to video prospecting. Video prospecting can help you stand out and start more conversations with prospects. Learn how to effectively use this underutilized tool in your sales strategy.

Main Topics Covered* Importance of video prospecting in 2024 * Step 1: Use LinkedIn native videos for prospecting * How to record and send videos on LinkedIn mobile app * Step 2: Write a simple, effective script * Example script: Trigger, problem, call to action * Step 3: Recording and sending your video * Practical steps to record and send video messages * Step 4: Repeat and integrate into daily prospecting * Consistency is key to booking more meetings

Links* Sign up for the Tactical Selling newsletter: Sales Labs Tactical

Welcome to the B2B Sales Podcast! I'm your host Thibaut, and in today's episode, I'll share simple prospecting shifts to book more meetings. Learn how to move from booking meetings with total strangers to engaging with people you already know. This shift will drastically improve your prospecting results by starting more conversations and booking more meetings.

Main Topics Covered* Shift focus from strangers to known contacts * Challenges of prospecting with total strangers * Building a pipeline with people you already know * Steps to follow:

Create prospect lists from existing contacts
Get accurate data
Build a sequence skeleton for each tier
Write relevant messages
Set time blocks and execute

Links* Sign up for the Tactical Selling newsletter: Sales Labs Tactical * Check out the Prospecting Engine course: The Prospecting Engine

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

Welcome to the B2B Sales Podcast! I'm your host Thibaut, and in today's episode, I'll share three triggers I use daily to start conversations with prospects based on their LinkedIn activity. Using these triggers effectively can help you start more conversations and book more meetings.

Main Topics Covered* Trigger 1: LinkedIn post likes or comments * Trigger 2: Champion left the company * Trigger 3: New job

Links* Sign up for the Tactical Selling newsletter

Welcome to the B2B Sales Podcast! I'm your host Thibaut, and in today's episode, I'll share the exact system I follow to create a reciprocity resource. This approach will tease your prospects' curiosity and help you start more conversations, leading to more meetings. Learn how to use this method effectively in your prospecting efforts.

Main Topics Covered* Common challenges in prospecting and the importance of starting conversations * Step 1: Find a publicly available marketing resource related to your prospect's problem * Step 2: Convert the resource into a useful checklist * Step 3: Tease the resource to engage your prospects * Example template to use in your outreach

Links* Sign up for the Tactical Selling newsletter: Sales Labs Tactical

Welcome to the B2B Sales Podcast! I'm your host Thibaut, and in this episode, I'll share a three-step system to optimize your LinkedIn profile for sales. Many people have profiles optimized for job hunting, not for attracting prospects and starting conversations. Learn how to make your LinkedIn profile work for you in sales.

Main Topics Covered* Importance of an optimized LinkedIn profile * Step 1: Update your LinkedIn banner * Step 2: Write a clear LinkedIn headline * Step 3: Optimize your featured section * Pro tip: Leave the description empty when adding links in the featured section

Links* Sign up for the Tactical Selling newsletter * Create a lead magnet with Distribute

Welcome to the B2B Sales Podcast! I'm your host Thibaut, and in this episode, I reveal a hidden LinkedIn feature that can help you book more meetings. Many salespeople struggle with getting prospects to open their emails or respond to calls. Learn how to stand out and capture attention using LinkedIn voice notes.

Main Topics Covered* Common challenges in getting replies from prospects * The impact of high volumes of outreach on response rates * Introduction to LinkedIn voice notes * How to use LinkedIn voice notes effectively * Step-by-step guide to sending LinkedIn voice notes * Example of a powerful LinkedIn voice note template

Links* Sign up for the Tactical Selling newsletter

In this episode, Thibaut discusses the limitations of using LinkedIn InMails for B2B sales prospecting and offers practical alternatives to increase your success rate. Learn how to optimize your LinkedIn strategy to engage more effectively with prospects.

Main Topics Covered:

Inefficacy of InMails: Exploring why InMails are not suitable for sales prospecting and are better suited for marketers to run ad campaigns.
Optimizing Your LinkedIn Profile: Key strategies to attract prospects and build trust through your LinkedIn profile.
Finding Triggers: How to identify relevant information about prospects that can serve as conversation starters.
Writing Effective Connection Requests: Tips for crafting direct and compelling connection requests to improve your connect rate on LinkedIn.
Alternative Prospecting Tools: Introduction to Thibaut’s prospecting engine and how it can revolutionize your LinkedIn prospecting efforts.

Sign up to Tactical Selling to access all the resources mentioned in the episode (on Thursday 9th of May).

In this episode, Thibaut dives into the critical metrics every B2B sales professional should monitor to enhance their prospecting performance. Whether you're an individual contributor or a manager, understanding these metrics can help you pinpoint what's working and what needs improvement in your sales process.

Main Topics Covered:

Prospects Added to Your Sequence: Importance of initiating contacts and monitoring additions to your sales sequence.
LinkedIn Connection Acceptance Rate: Strategies for improving LinkedIn connection requests and the significance of monitoring acceptance rates.
Reply Rates: Why securing replies is crucial and how it serves as a leading indicator of your prospecting success.
Meeting Booked Rate: How tracking meetings booked from replies can indicate overall sequence effectiveness.
Show Up Rate: The importance of not just setting meetings but also ensuring prospects attend, and how to improve this metric.

Sign up to Tactical Selling to access all the resources.

Join Thibaut, your host, in this episode of the B2B Sales Podcast as he unveils five effective prospecting strategies to help you book more meetings and build a healthier pipeline. Learn how to mix different types of prospecting to stay motivated and increase your chances of success.

Main Topics Covered* Inbound Prospecting: Receiving requests for demos or calls from prospects and the challenges associated with it. * Discovery Prospecting: Engaging prospects in interviews to understand their problems and needs better. * Nearbound Prospecting: Leveraging your network for introductions and utilizing existing connections for prospecting. * Trigger-Based Prospecting: Initiating conversations based on the digital footprint of prospects, such as their engagement on LinkedIn. * Account-Based Prospecting: Targeting prospects in designated accounts, overcoming challenges, and utilizing expansion sequences.

Important Links* Sign up for the Tactical Selling Newsletter for additional insights: Tactical Selling Newsletter

Join Thibaut in this episode of the B2B Sales Podcast as he outlines four straightforward steps for busy account executives to maintain effective prospecting. Learn how to carve out time, prioritize existing relationships, and identify new opportunities to keep your pipeline flowing smoothly and meet your sales targets.

Main Topics Covered:

Protect Your Time: Establish a routine with a recurring time block to focus on prospecting, avoiding interruptions.
Identify Existing Accounts: Segment your current and past accounts into tiers for targeted follow-ups.
Identify Top Tier New Accounts: Focus on acquiring new logos by targeting companies that meet your ideal customer profile.
Prospect Daily: Balance your prospecting efforts between follow-ups with existing connections and outreach to new prospects.

Useful Links:

Sign up for the newsletter: Sales Labs Tactical Selling
Learn more about my Prospecting Engine: The Prospecting Engine

In this episode of the B2B Sales Podcast, host Thibaut shares a valuable system for leveraging your competitors' audiences to generate a continuous stream of qualified leads. Discover a step-by-step method to identify potential customers through your competitors' marketing efforts and how to engage with them effectively to increase your meeting bookings.

Main Topics Covered:

Identifying your competitors using tools like G2 to build a targeted list.
Conducting a LinkedIn audit of these competitors to evaluate their engagement levels.
Scrolling through organic posts and ads to find potential leads that match your Ideal Customer Profile (ICP).
Utilizing tools like Amplemarket to export leads who have shown interest in your competitors' content.
Crafting outreach messages based on leads' engagements or downloads to initiate conversations.

Useful Links:

Sign up for the newsletter: https://www.saleslabs.io/tactical
Book a demo with Amplemarket: https://www.amplemarket.com/demo?source=thibaut.souyris

Join Thibaut, your host, in this episode of the B2B Sales Podcast as he unveils his step-by-step process for personalizing outreach efforts. Discover how to identify personalized elements, link them to your prospects, and effectively use them as triggers to increase engagement and book more meetings.

Main Topics Covered* Understanding Prospect's Problems: Thibaut emphasizes the importance of knowing your prospect's problems before personalizing outreach efforts. * Finding Personalization Elements on LinkedIn Profiles: Learn where to find personalized elements on your prospect's LinkedIn profiles, including the about section, posts, and activity. * Exploring Personalization Elements About Their Companies: Discover strategies for uncovering useful personalization elements about your prospect's companies, such as annual reports and executive engagements. * Utilizing Personalization Elements as Triggers: Thibaut shares insights on incorporating these elements into personalized prospecting messages to enhance engagement and drive conversations.

Important Links* Sign up for the Tactical Selling Newsletter for additional insights: Tactical Selling Newsletter * Explore the Prospecting Engine for comprehensive prospecting strategies: Prospecting Engine

Join Thibaut, your host, in this episode of the B2B Sales Podcast as he unveils his efficient process of leveraging Amplemarket's AI features for prospecting. Discover actionable steps to integrate Amplemarket into your tech stack and explore time-saving features to streamline your prospecting efforts.

Main Topics Covered* Leveraging Amplemarket for Prospect Export: Thibaut shares insights on how to export leads from LinkedIn using Amplemarket's AI features, enhancing your prospecting efficiency. * Data Enrichment with Amplemarket: Learn how to enrich data and verify lead relevance using Amplemarket's filtering and data enrichment capabilities. * Utilizing Amplemarket's Copywriter Feature: Explore how Thibaut utilizes Amplemarket's Copywriter feature to craft personalized prospecting messages based on prospect activity. * Automated Meeting Enrichment: Discover how Amplemarket automatically enriches meeting details with relevant information to facilitate productive discovery calls.

Important Links* Sign up for the Tactical Selling Newsletter for additional insights: Tactical Selling Newsletter * Try Amplemarket and book a demo using Thibaut's link: Sign up for Amplemarket Demo

In this episode of the B2B Sales Podcast, Thibaut shares his exact process for identifying prospects' problems. By following these steps, you'll demonstrate to your prospects that you understand their needs, increasing your chances of capturing their attention and securing deals.

Main Topics Covered:

Understanding prospects' goals and metrics
Identifying key initiatives related to prospects' goals
Listing common problems faced by prospects during their initiatives
Highlighting specific symptoms of these problems to improve prospecting messages

Links:

Sign up for Tactical Selling Newsletter: Tactical Selling Newsletter
Explore The Prospecting Engine Course: The Prospecting Engine

In this episode of the B2B Sales Podcast, Thibaut shares his proven process for booking meetings with LinkedIn's help. A tactic detailed in his prospecting engine, this approach utilizes thought leaders' posts to engage prospects at scale. Learn the four practical steps to leverage LinkedIn's digital footprint, significantly increasing your chances of securing replies and booking valuable meetings.

Main Topics Covered1. LinkedIn Prospecting Tactic: A step-by-step guide to maximize LinkedIn for effective prospecting. 2. Extract Prospects from Engagements: Utilize reactions and connection degrees to pinpoint prospects fitting your Ideal Customer Profile (ICP). 3. Tease Interests with Relevant Resources: Leverage shared resources related to thought leader posts to pique prospects' interest. 4. Navigate Conversations and Book Meetings: Employ a simple workflow to guide conversations and secure meetings with interested prospects.

Important Links* Sign up for the Tactical Selling Newsletter for additional insights: Tactical Selling Newsletter

In this episode of the B2B Sales Podcast, Thibaut shares an effective cold calling opener. While not a fan of traditional cold calling, Thibaut highlights the benefits of utilizing simulators for comfortable and rejection-free practice.

Main Topics Covered1. Colloquial Opener for Cold Calls: Thibaut introduces a three-part structure for a cold calling opener.Salutation: A brief introduction with the first name to capture the prospect's attention. 2. Labeling the call: Addressing the unfamiliarity and nature of the call, setting the stage for transparency. 3. Suggesting to End the Call: Offering the prospect an option to continue or end the conversation, reducing the impact of rejection.

Important Links* Sign up for the Tactical Selling Newsletter for exclusive content and a video demonstration: Tactical Selling Newsletter

In this episode of the B2B Sales Podcast, Thibaut introduces the powerful concept of the "Netflix Effect" for salespeople. Learn how to shift your focus from merely booking meetings to stimulating conversations using human curiosity. Thibaut draws parallels with Netflix series cliffhangers to explain how teasing instead of giving information can elevate your prospecting game.

Main Topics Covered* The Netflix Effect Concept: Understanding how the approach of teasing information sparks curiosity and engagement. * Real-world Example: Applying the Netflix Effect to prospecting in the B2B tech industry, specifically for sales reps in a finance-focused platform. * The Role of Curiosity in Starting Conversations: Leveraging human curiosity to initiate meaningful dialogues.

Important Links* Sign up for the Tactical Selling Newsletter for additional insights: Tactical Selling Newsletter

In this episode of the B2B Sales Podcast, Thibaut unveils the power of creating a problem calculator for effective prospecting. Learn how to identify significant, quantifiable problems, connect them to measurable metrics, and build a compelling before-and-after calculator. Thibaut shares the strategy to tease this calculator in prospecting messages, capturing curiosity and prompting more replies.

Main Topics Covered* Identifying Prospect Problems: The importance of finding massive, quantifiable issues your prospects care about. * Connecting Problems to Metrics: Matching the identified problem with a metric your solution directly impacts. * Building Before-and-After Calculators: Creating a simple yet impactful calculator to showcase the potential improvement. * Teasing the Calculator in Messages: Crafting prospecting messages that tease the calculator to capture curiosity and prompt replies.

Important Links* Sign up for the Tactical Selling Newsletter for further assistance: Tactical Selling Newsletter * Access the example problem calculator: Calculator Example

In this episode of the B2B Sales Podcast, Thibaut shares his strategy for achieving a 46.45% reply rate through the effective use of triggers in prospecting. He explains the importance of understanding intent data, identifying potential triggers, and how to apply this knowledge to engage prospects meaningfully in 2024.

Main Topics Covered* Understanding Intent Data: The importance of recognizing online behaviors that signal a buyer's potential next actions. * Listing Potential Triggers: How to identify and keep track of triggers that can initiate conversations with prospects. * Using Triggers to Start Conversations: Strategies for turning digital footprints into opportunities for engagement.

Important Links* Sign up for the Tactical Selling Newsletter to access more resources: Tactical Selling Newsletter * Access the Prospecting Template Swipe File for cold outreach templates: Prospecting Template Swipe File

In this insightful episode, Thibaut shares a practical guide on creating a "Power Hour" for focused prospecting, emphasizing how consistency is key to sales success. He walks through a three-step process to establish a productive prospecting routine that can transform your sales results.

Main Topics Covered Designing Your Power Hour: The importance of protecting your calendar and dedicating a specific time for prospecting. * Planning Your Power Hour Activities: A detailed breakdown of activities including follow-ups, finding new prospects, and adding them to sequences. * The Prospecting Engine Course: An introduction to Thibaut's course designed to enhance prospecting skills and build a healthy pipeline. * Finding a Power Hour Buddy:* The benefits of having a prospecting partner to maintain accountability and consistency.

Important Links* Discover more about The Prospecting Engine and special offers: The Prospecting Engine

In this special episode, Thibaut introduces his newly launched course, "The Prospecting Engine." He discusses the challenges salespeople face in 2024, such as difficulty in booking meetings and crafting effective messages, and explains how this course is designed to overcome these obstacles.

Main Topics Covered* Challenges in Prospecting in 2024: Difficulty in getting replies, knowing what to write, and staying consistent in sales outreach. * Introduction to The Prospecting Engine: A course tailored to help salespeople start conversations, book meetings, and establish a consistent prospecting system. * Special Offer for Podcast Listeners: An exclusive discount on "The Prospecting Engine" course.

Important Links Enroll in The Prospecting Engine with the code EDW613M* on checkout to get a $120 discount: The Prospecting Engine

In this episode, Thibaut discusses a crucial mindset shift in prospecting: moving from focusing on booking meetings to starting conversations. He outlines a five-step approach to make prospecting more effective and relevant, both for salespeople and their customers.

Main Topics CoveredMindset Shift in Prospecting: Transitioning from a goal of booking meetings to initiating conversations.

Five-Step Approach for Effective Prospecting:

Review your Ideal Customer Profile (ICP).
Identify the big problems your targets are trying to solve.
List the symptoms of these problems.
Find resources to alleviate these symptoms.
Incorporate these elements into your messages.

Important Links* Sign up for the Tactical Selling Newsletter for more insights: Tactical Selling Newsletter * Pre-order The Prospecting Engine for a 50% discount (available until January 31st): The Prospecting Engine

In this episode, Thibaut shares a five-step method to transform sales goals into manageable daily activities. This guide is perfect for sales professionals looking to streamline their process and achieve consistent results, especially at the beginning of the year.

Main Topics Covered* Review Sales Goals: Start by defining or reviewing your monthly, quarterly, or yearly sales goals. * Set Conversion Rates: Understand and track key conversion rates like reply rate, meeting booked rate, and meeting held rate. * Add 20% Buffer: Incorporate a buffer in your calculations to account for variations and uncertainties in your sales process. * Run Calculations for Daily Activity: Break down your end goal into a daily activity target using your conversion rates. * Execute Consistently: Create a daily prospecting routine to ensure consistent effort towards achieving your goals.

Important Links* For more detailed guidance and access to a sales process calculator, sign up for the Tactical Selling Newsletter: Tactical Selling Newsletter

In the first episode of 2024, Thibaut offers a brief update on a challenging start to the year due to illness and introduces the upcoming launch of his new course, "The Prospecting Engine." This course aims to empower salespeople with the skills and strategies needed to effectively start conversations, book meetings, and build a robust pipeline.

Main Topics Covered* Personal Update: Thibaut and his family's recovery from a severe flu at the end of December. * The Prospecting Engine Course: An online course designed to equip salespeople with essential prospecting skills, set to launch on January 31st. * Building a Community: A focus on creating a community of salespeople who view prospecting as a crucial skill for success.

Important Links* Learn more about The Prospecting Engine and sign up for the waitlist: Click here

In the final episode of 2023, Thibaut reflects on the year's achievements and sets forth his sales resolutions for 2024. He outlines his goals for growing his online course sales, fostering a supportive community for his students, and securing profitable sponsorship deals, all while balancing personal growth and family time.

Main Topics Covered* Growing Online Course Sales: Aiming to increase sales to $75,000 with strategies like offering discounts, launching the Prospecting Engine course, and providing additional support options. * Supporting Students with a Community: Reviving and restructuring a community platform to provide a supportive space for course students, with monthly group office hours and peer interactions. * Securing Profitable Sponsoring Deals: Expanding content monetization through strategic, long-term sponsorship deals that offer value to his audience and customers.

Important Links* To access the courses, community waitlist, and special discounts, sign up for the Tactical Selling Newsletter: Tactical Selling Newsletter * To join the waitlist of The Prospecting Engine * To see the sponsoring options

In this episode, Thibaut shares his three most effective prospecting tactics from 2023. He details each tactic, explaining how they led to impressive reply and meeting rates, and ultimately, opportunities. Thibaut invites listeners to sign up for his Tactical Selling newsletter for more insights and access to his upcoming 2024 course, "The Prospecting Engine."

Main Topics Covered* Direct Approach: Using personalized triggers and offering opportunities in outreach messages. * Do the Math: A framework combining a trigger, pitch, calculation, and call to action, to quantify the prospect's problem. * P.S. Framework: Combining a problem-focused question, a teaser, a call to action, and a personal touch in the postscript.

Important LinksFor detailed examples and to join the waitlist for "The Prospecting Engine" course, sign up for the Tactical Selling Newsletter: Tactical Selling Newsletter

In this episode, Thibaut outlines a three-step approach to building an effective lead list for 2024. He introduces the concept of the Ideal Customer Profile (ICP) Matrix and provides practical advice on identifying ideal customer companies and titles, as well as how to segment and enrich these profiles for successful prospecting.

Main Topics Covered* Utilizing the ICP Matrix to define ideal customer companies and titles * Step-by-step guidance on segmenting customer profiles based on firmographic criteria * Strategies for identifying different types of buyers: Above the Line (ATL), Below the Line (BTL), and Influencers * Tips for building and enriching a segmented lead list using tools like amplemarket * An invitation to participate in a giveaway for a free one-year access to amplemarket's search feature

Important Links* Sign up for the Tactical Selling Newsletter to access detailed ICP Matrix examples and additional resources: Tactical Selling Newsletter

In this episode, Thibaut reveals his approach to achieving a 57.5% win rate in sales in 2023. He discusses the importance of refining triggers, crafting concise messages, and simplifying offerings to improve conversation rates and close deals more effectively.

Main Topics Covered* Importance of timely, relevant, and creative triggers in cold outreach * Techniques for refining triggers, including using product announcements and webinar insights * The strategy of keeping messages under 300 characters for clarity and impact * Simplifying the sales offering for quicker and easier closing of deals * Practical tips to increase win rates, including monitoring time-based triggers and regularly updating prospecting templates

Important Links* Sign up for the Tactical Selling Newsletter for access to prospecting templates and detailed strategies: Tactical Selling Newsletter

In this episode, Thibaut shares a five-step strategy for busy professionals to effectively book meetings. Emphasizing the importance of proactive prospecting in sales, he offers practical tips to manage time and maximize outreach efficiency, even with a packed schedule.

Main Topics Covered* Recognizing the need for self-generated pipeline in sales * Scheduling a daily 'Power Hour' for uninterrupted prospecting * Prioritizing follow-ups to maintain momentum in sales conversations * Identifying five new prospects daily and engaging with them * Utilizing specific triggers for personalized outreach

Important Links* Learn more strategies and access detailed guides by signing up for the Tactical Selling Newsletter: Tactical Selling Newsletter

Join Thibaut in this insightful episode of the B2B Sales Podcast as he discusses three pivotal changes in outbound prospecting and how embracing these shifts can significantly enhance your sales outcomes.

Main Topics Covered* Crackdown on Mass Emails: Email service providers are imposing stricter rules, leading to a reduction in spam and an emphasis on quality over quantity in email outreach. * Strategies for Effective Emailing: Tips on rebuilding your outreach system to focus on engaging conversations rather than sheer volume, with an emphasis on understanding and addressing prospects' problems. * Leveraging AI in Sales: The transformative impact of AI, especially ChatGPT, in making sales processes more efficient.

Newsletter Sign-UpGet the latest sales strategies and exclusive Black Friday discounts by signing up for the SalesLabs Tactical Newsletter.

In this episode, Thibaut introduces the 'Prospecting Template Assistant', a tool designed to help sales professionals create personalized cold messages and call scripts. He explains the process of building this AI-driven assistant using GPT, and invites listeners to access and test the tool through his newsletter.

Main Topics Covered* Introduction to the 'Prospecting Template Assistant' for GPT Plus users * Steps to create personalized sales messages using existing templates * Breakdown of the process: selecting a template, identifying variables, and inserting personalized inputs * Invitation to test the assistant and provide feedback through the Tactical Selling newsletter

Important Links* Sign up for the newsletter to access and test the Prospecting Template Assistant: Tactical Selling Newsletter

In this practical episode, Thibaut dives into a three-step method for turning ChatGPT into an efficient personal assistant for sales. He outlines the importance of custom instructions, organizing conversations by tasks, and initial prompt training to enhance productivity and improve outcomes in sales communication.

Main Topics Covered* Utilizing ChatGPT effectively for sales by following a three-step system * Setting up custom instructions in ChatGPT to get personalized responses * Organizing ChatGPT conversations for different sales tasks * Training ChatGPT with initial prompts for consistency in assistance

Important Links* Sign up for the newsletter for detailed instructions and tips: Tactical Selling Newsletter

In this episode, Thibaut breaks down the seven essential fields you need to track in your CRM for efficient B2B sales. Streamline your prospecting and keep things simple with these basic yet crucial data points.

Main Topics Covered* The challenges of using a complex CRM system * The importance of CRM hygiene * Two types of fields to focus on: Information and Progress Fields * Information Fields: Full Name, Job Title, Email/LinkedIn URL, Phone Number * Progress Fields: Stage, Statuses like 'Answered,' 'Meeting Booked,' and 'Last Contacted Date'

Sign up for the NewsletterFor more sales tips and updates, sign up for our newsletter: SalesLabs Tactical Newsletter

In this episode, Thibaut explains why you shouldn't just send more messages to try and get more meetings. He talks about how the number of messages you need to send has gone up a lot, why just sending more won't work, and what you should do instead.

Main Topics* The increase in the number of messages needed to get a meeting * Why simply sending more messages isn't effective * The importance of understanding what makes people reply * Why you should write messages that really fit the person you're talking to * How to take control of your sales work by making a good plan and sticking to it

Useful Links* Sign up to the newsletter * Swipe file for prospecting templates

Thibaut discusses how to use chat GPT to turn messages or scripts into reusable templates for LinkedIn, emails, or calls. He offers a three-step method to stand out in your prospects' inboxes and start more conversations.

Main Topics Covered* Creating a swipe file for storing good sales templates * Using chat GPT to turn these messages into adaptable templates * How to replace template content with your own specific use cases

Sign Up for the NewsletterGet more tips and a swipe file from Thibaut by signing up to the Tactical Selling newsletter: https://www.saleslabs.io/tactical

In this episode, Thibaut shares his proven system to close a €10,000 side gig in just three weeks. Discover a step-by-step guide to leverage your sales skills for an independent career, away from unfavorable bosses.

Main Topics Covered:

Identifying your marketable skill in sales.
Building a list of potential prospects through your network.
Crafting an effective prospecting sequence for introductions and referrals.
Conducting a discovery call centered on the prospect's challenges.
Scoping a project after understanding the prospect's needs.
Presenting your offer clearly and collaboratively.
Closing the deal with strategic tools and processes.

Resources:

Sign up to the "Tactical Selling"

Thibaut shares his LinkedIn connection request strategy that led to 12 meetings, two key frameworks for crafting impactful messages, and a bonus tip on utilizing ChatGPT for outbound prospecting.

Main Topics:

Securing 12 meetings with a LinkedIn strategy.
Framework 1: Trigger, Idea, Call to Action (CTA).
Framework 2: Merging Trigger and Idea with negative psychology.
Bonus: Using ChatGPT for templatizing successful messages.

Sign Up for More Insights:

Thibaut's Newsletter.

Happy selling!

In this episode, Thibaut shares insights on the sweeping layoffs in the tech sector and offers pragmatic solutions to adapt to the evolving sales landscape, touching on the necessity of learning human psychology, AI tools, and considering independence in your sales career.

Main Topics Covered:* SDR Model’s Obsolescence * Impact of AI on Sales * Strategies for Sales Development * Embracing Independence * The instability of sales jobs and the myth of lifelong employment. * Strategies to gain independence and break free from the employment cycle.

Newsletter and Course Sign-up:For more insights and to pre-order the Tactical Selling course, sign up here.

In this episode, Thibaut explores how to effectively use AI in B2B sales. Learn three ways to use AI for tasks like prospecting and outreach, as well as common mistakes to steer clear of.

Main Topics Covered* Discovering AI features in an iPhone * How to Use AI in Sales * Mistakes to Avoid

Additional Resources* Sign up for Thibaut's "Tactical Selling" newsletter: Tactical Selling Newsletter

Welcome to another episode of the B2B Sales Podcast with your host, Thibaut. In today's episode, Thibaut discusses three crucial tactics you can't afford to ignore if you want to accelerate your sales deals. Tune in to discover how to ask the right questions, use value-based email follow-ups, and leverage digital tools to keep your deals moving.

Main Topics Covered* The importance of asking the right questions during prospect conversations * How to craft effective value-based follow-up emails * Using digital tools to align and follow up in one place

Additional Resources* To get access to the playbook mentioned in the podcast, sign up to Thibaut's newsletter, Tactical Selling, here: Tactical Selling Newsletter

In this episode, Thibaut shares an insightful experience of how a sales rep successfully booked a meeting with him using smart outreach techniques. If you’re tired of generic, automated outreach attempts and are looking for ways to engage effectively with potential clients, you won't want to miss this episode!

Main Topics Covered* The failure of automated outreach and the importance of personal connection. * How the rep engaged with Thibaut initially by responding to his email newsletter. * Utilizing the "soft ask" approach to request a quick favor. * The role of reciprocity in sales, exemplified through this rep's testimonial. * The importance of timing and follow-up in email outreach. * Labeling as a psychological technique to navigate conversations.

Special MentionTo delve deeper into strategies like this one, sign up for Thibaut's newsletter "Tactical Selling." In it, he shares actionable tips and techniques to become a better salesperson.

Newsletter Signup: Tactical Selling by Thibaut

In today’s episode, Thibaut offers five crucial resources to help you get back to prospecting. Whether you’ve had a long break, were on vacation, or had other responsibilities that put your sales activities on hold, this episode will give you the tools to reignite your sales outreach.

Main Topics Covered* Introduction and the challenge of balancing family time and prospecting * Resource 1: Four Steps to Kickstart Your Prospecting * Resource 2: Determining How Many Prospects to Contact Daily * Resource 3: Three Rules to Getting Replies with Cold Email * Resource 4: The Ultimate Guide to AI-Powered Outreach * Resource 5: New Outreach System + AI Outreach System Bundle

Special Offers* 35% discount on the New Outreach System + AI Outreach System Bundle available until Sunday, September 3rd, 2023.

Additional ResourcesFor more details on the resources mentioned, check out the linked post: 5 Resources to Help You Get Back to Prospecting.

As always, we thank you for listening and wish you happy prospecting!

In this episode, Thibaut dives deep into his process for tweaking outbound messaging to enhance the chances of getting replies. Learn about sequence skeletons, finding the right triggers, and crafting the perfect message. Boost your outbound success by understanding the nuances of messaging strategy.

Main Topics Covered:

The significance of adjusting outbound messages for replies
Building a sequence skeleton for consistency
Finding the relevant trigger to captivate prospects
Crafting messages using templates
Staying relevant with fluid messaging while maintaining a strict sequence skeleton

Link to the Detailed Post: How I Tweak My Messaging When Running an Outbound Sequence

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

In this episode of the B2B Sales podcast, Thibaut takes listeners through his daily prospecting block routine. From follow-ups to finding new prospects and motivating himself with a coffee reward, discover the step-by-step process that Thibaut uses to start engaging conversations and generate opportunities.

Main Topics Covered:

Starting with the follow-ups in the prospecting tracker.
Methodology to determine active sequences for outreach.
Importance of adaptability and monitoring replies during follow-up.
Strategies to find five new prospects
Approaches for initiating the outbound engagement with prospects
The significance of rewarding oneself after a prospecting block.
Motivating oneself to start the workday with prospecting for maximum productivity.

Link to the Detailed Post: Here's what I do in my daily prospecting block

In this insightful episode of the B2B Sales Podcast, Thibaut explains a simple, four-step system that will help listeners calculate the number of prospects they should contact daily. This system is aimed at building an effective outreach strategy and providing a clearer understanding of your daily sales activities.

Main Topics Covered:

Defining Your Goal: Understand your booking, revenue, opportunity, or meetings booked goal. Having a clear understanding of your monthly, quarterly, or yearly goal is critical for success.
Setting Conversion Rates: Understand your conversion rates. This can be broken down into reply rate, meeting booked rate, and meeting held rate.
Adding a Comfortable Padding: Calculate the number of prospects to add to your sequence in order to reach your targets, and add a 10-20% cushion to account for variations.
Turning Results into Daily Activity: Break down your end goal into daily activities, helping you make progress towards reaching your targets.

Links:

Detailed Blog Post
Sales Process Calculator

In this episode, Thibaut discusses the importance and methods of conducting efficient weekly one-on-one meetings for Sales Development Representatives (SDRs) or Sales Development Managers. He presents a 3-step approach to streamline meetings, focusing on crucial metrics such as prospects added to your sequence, conversations started, and meetings booked. The implementation of these questions leads to more effective meetings, enhanced productivity, and a more nuanced understanding of your prospecting system.

Main Topics Covered:

The common issue of unproductive one-on-one meetings in sales and strategies to counter this
The first question: How many prospects did you add to your sequence? Exploring the importance of focusing on this metric
The second question: How many conversations did you start? Understanding the value of initiating conversations instead of directly pitching products
The third question: How many meetings did you book? The significance of tracking conversations and prospect contact, rather than exclusively focusing on this outcome metric
Tools and resources available to assist in these areas

Show Notes:

Sales Process Calculator: A tool to understand how many touchpoints and prospects you need to add to your sales process
Advanced messages guide: Tips on how to initiate conversations effectively with prospects
Conversation navigation resources: Methods to handle conversations that eventually lead to booking meetings
Building your prospecting system guide: Steps on how to create an efficient prospecting system for better results
Calendar Link Etiquette guide: Best practices on setting up calendar links for your meetings

For a more detailed discussion, check out the full post here.

In this episode of the B2B Sales Podcast, Thibaut shares a simple yet effective four-step system for building a referral strategy in 2023. Learn how you can leverage your existing customers' networks to generate new opportunities and kick-start meaningful conversations.

Main Topics Covered* The significance of referrals in generating business opportunities in 2023. * How to create a comprehensive list of existing customers with five key criteria using a CRM system. * Crafting an impactful 'Thank you' script with an ask for referrals. * The power of using video messages for referral requests. * Tips for recording an engaging video message. * Best practices for sending the video, including embedding it in an email and adding a call-to-action. * Utilizing the quieter summer period to test and refine this referral strategy.

Link to Detailed PostFor a more in-depth understanding and examples of the video messaging strategy discussed, follow this link to our detailed post: 4 Steps to Building a Referral Strategy

In this B2B Sales Podcast, Thibaut shares key points from his recent masterclass on successful cold outreach. Learn about identifying customer problems, creating a contact plan, using different channels, and the importance of consistency.

Main Topics1. Identifying Customer Problems 2. Creating a Contact Plan 3. Using Different Channels 4. Consistency in Outreach

Links* Detailed Post * Upcoming Masterclass

In this episode, Thibaut reveals a game-changing approach to researching 10-K reports and other corporate documents using ChatGPT and the AskYourPDF plugin. Learn how to efficiently extract key initiatives and data from lengthy reports, and craft effective sales messages that resonate with your prospects.

Main Topics Covered:* Introduction to the episode. * Installing the AskYourPDF plugin on ChatGPT. * Navigating through settings to enable beta features. * Accessing the plugin store and installing Ask Your PDF. * Utilizing ChatGPT to summarize 10-K reports.How to ask ChatGPT to extract key points from a 10-K report using the AskYourPDF plugin. * Zooming in on a key topic within the summary.How to get more specific information from the 10-K report about topics like cybersecurity. * Finding a specific trigger within the report. * Locating detailed sections within the report using keywords and extracting information. * Building your sales message. * Crafting a tailored sales email using the information extracted from the 10-K report. * The importance of being on the pro plan to access plugins. * Example case: Using ChatGPT to prospect Amazon as a representative of SoSafe, a German company focused on online behavior training.

Resources:* Step-by-step guide

In this episode of the B2B Sales Podcast, Thibaut explores the core reason why prospects often ignore sales pitches and offers a practical six-step strategy to effectively engage with prospects by understanding and addressing their problems.

Main Topics Covered:The Core Issue: Understanding that prospects ignore salespeople because they focus on products rather than the prospects' problems.

Ideal Customer Profile (ICP):

Creating a clear ICP combining ideal customer companies and titles.
Utilizing ‘Above the Line’ and ‘Below the Line’ for titles.
Example: Targeting SaaS companies in EMEA with 10+ inside sales reps, focusing on CSOs, CROs, or VPs of Sales.

Key Metrics: Grasping the primary metrics your prospects are concerned with.

Goals: Identifying the specific goals of your prospects.

Initiatives: Discovering the strategies prospects use to achieve goals.

Problems: Analyzing challenges faced during initiatives.

From Problems to Symptoms: Converting problems into symptoms to create relatable and effective outreach.

Conclusion: Summarizing the steps and emphasizing alignment with prospects' problems for successful engagement.

In this episode of the B2B Sales Podcast, Thibaut shares his tactic for getting the attention of prospects who seem to be ignoring his outreach. Through the innovative use of AI chatbot technology, Thibaut has developed an engaging and surprisingly effective method for breaking through the noise and starting conversations with potential customers. Listen on for a comprehensive guide on how to replicate his approach using the RepliQ tool and GPT-based AI.

Main Topics Covered:

Thibaut's regular prospecting tactics and the response rate he typically achieves.
An introduction to the tool, RepliQ, and how it utilizes GPT technology to engage with prospects.
Thibaut's go-to tactic when prospects ignore his messages, involving the generation of a prompt via RepliQ that provides potential reasons why a prospect might not have replied to an email.
The success rate Thibaut has seen with this novel method.
The process of scaling this approach for multiple prospects using the Replic tool, including the creation of prompts and CSV exports for outreach sequencing.
A deeper exploration of how this technique can be integrated into your sales process to improve conversation-starting potential with prospects.

Check this video for more details.

In this episode of the B2B Sales Podcast, Thibaut dives into the nuances of sending effective cold emails. He shares three essential rules to increase the open and response rates, leading to more conversations and bookings. If you've been struggling to get replies or constantly facing rejections, these tips can turn your cold email strategy around.

Main Topics Covered:

Importance of a succinct subject line:

Aim to keep it under five words.
Look for inspiration in your own mailbox.

Creating an effective body for the cold email:

Limit the body to a maximum of 125 words.
Test the email on your mobile phone.
Tips to avoid sending long and monotonous emails.

Using frameworks to craft cold emails:

Avoid writing each email from scratch.
Use available frameworks to make the process more efficient.

Links and Resources:

3 Rules to Getting Replies with Cold Emails

In this episode of the B2B Sales Podcast, Thibaut Souyris shares his insights into a unique approach for those struggling to book meetings. Instead of reaching out to completely new prospects, he presents a three-step method that targets inactive customers and lost opportunities. Whether you've experienced a drop in engagement or are merely seeking new ways to boost your conversations and book more meetings, this episode is packed with valuable advice.

Main Topics Covered:

The importance of targeting inactive customers and lost opportunities
How to compile a list of these contacts and the ideal number to reach out to daily
Crafting a conversation sequence that re-engages, instead of directly asking for a meeting
Useful frameworks and examples for initiating meaningful conversations
Importance of systemizing this approach and incorporating it into your daily routine
The motivational boost of starting more conversations and booking more meetings

Links and Resources:

For a detailed explanation and real-time application of this tactic, check out the full guide available here

In this quick episode of the B2B Sales Podcast, our host introduces a unique opportunity for listeners to participate in a live, online masterclass focused on improving sales sequences. The class is ideal for salespeople, SDRs, executives, and anyone else involved in sales who is struggling to create efficient and successful sales sequences.

Main Topics Covered* The motivation behind creating the online masterclass and its key audience. * Challenges that salespeople commonly face while creating a sales sequence. * The significance of understanding a prospect's problems in building engaging sales messages. * An overview of what to expect from the online masterclass including the building of a sequence skeleton and techniques to increase reply rates. * The introduction of a special discount for podcast listeners and newsletter subscribers. * Details of the online masterclass (date, time, and limitations). * The benefits of attending the masterclass, including the ability to access recorded content and complete assignments to reinforce learning.

Links and Resources* Online Masterclass Registration * Special discount code available in the show notes * Limited to the first 50 people * The masterclass will be recorded for those who can't attend live * Includes pre and post-class assignments for hands-on learning * The masterclass is scheduled for the 5th of July, 2023 at 4 PM Paris time * Designed to enable you to build your own advanced sales sequence from scratch, with the ability to adapt and evolve over time.

In this episode of the B2B Sales Podcast, Thibaut takes listeners through his process of creating an effective call outreach sequence from scratch, leveraging Chat GPT to build the content. This 5-step process is designed to help improve your sales outreach efforts and optimize your results. Thibaut will also introduce a detailed video tutorial that will be released on Thursday, providing a step-by-step walkthrough of the entire process.

Main Topics Covered:

Reviewing your ICP (Ideal Customer Profile) metrics: Understanding your ideal customer companies based on size, revenue, location, and other demographic data, along with identifying ideal customer titles within these companies.
Selecting a target within your ICP: Choosing the right job title and company type to pursue for your specific sales effort.
Reviewing the problems of the selected ICP: Identifying and listing the unique issues faced by your chosen target, and understanding the symptoms of these problems.
Building your outreach sequence skeleton: Determining the number of touchpoints, the channels to use (LinkedIn, email, phone, etc.), the type of media (audio, video, text), and the cadence of follow-ups.
Creating your messages: Utilizing Chat GPT to construct the content of your outreach messages, including cold call scripts and email frameworks.

Resources:

Watch the detailed video tutorial of the entire process with screen sharing
Further reading and resources will be provided throughout the video tutorial to help you build your metrics and improve your outreach sequences.

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

Links and Resources: Free Guide: How to Use Calendar Links to Book Meetings

In this special episode of the B2B Sales Podcast, we discuss how to turn a marketing resource into a valuable prospecting asset. We delve into the process, the tools used, and the importance of this strategy. Using a practical example of a blog post, we illustrate how you can extract value from lengthy content, make it concise, and repurpose it as a playbook. This innovative approach can enhance your prospecting efforts and make your outreach more appealing.

Main Topics Covered:

The concept of turning a marketing resource into a prospecting asset
The process of selecting and extracting text from a marketing resource
Utilizing the capabilities of GPT-4 to create a playbook
Generating catchy titles for the playbook
Incorporating the final product into a Notion page
The strategy of sharing the playbook as a prospecting asset
The practice of "teasing" a prospecting asset

Watch Me Turn a Marketing Resource into a Prospecting Asset

In this episode of the B2B Sales Podcast, Thibaut shares the release of the ultimate guide to AI-powered outreach, created in partnership with outreach.io. Discover how AI is revolutionizing the sales industry and learn how to harness its power to make your prospecting more effective.

Main Topics Covered:

The AI revolution in sales
Three ways to use AI for prospecting
How NOT to use AI for prospecting
Real-life examples and prompts for chat GPT
Importance of adapting to the fast-changing AI landscape

Get your free guide here: https://www.saleslabs.io/ai-guide/

In this episode of the B2B Sales Podcast, Thibaut shares how he created his latest LinkedIn headshot using an AI tool called Secta, saving time and money compared to traditional professional headshots. Learn how you can create a professional headshot in just minutes for only $49.

Main Topics Covered:

Importance of a professional headshot on LinkedIn
Challenges with traditional professional headshot process
Introduction to Sector Labs AI tool
Step-by-step guide to creating a LinkedIn headshot using Sector Labs
Examples of AI-generated headshots

Link to examples mentioned in the podcast: How I Used AI to Create My LinkedIn Headshot

In this episode of the B2B Sales Podcast, host Thibaut shares four powerful outbound message frameworks to help you catch your prospects' attention and start more conversations. Discover the rationale behind each framework, and learn how to effectively utilize them in your sales outreach. Don't miss this chance to level up your sales game!

Main Topics Covered:

Framework 1: Question Teaser Call to Action

Problem-oriented question
Intriguing resource (teaser)
Simple question for the call to action (CTA)

Framework 2: Job to Be Done

Tool or resource related to the conversation
Confirm if the issue is still a priority
Teaser sentence to pique interest

Framework 3: Do the Math

Trigger (reason for reaching out)
Quick pitch (quantified impact of your solution)
Calculation (back of the envelope estimate)
CTA (asking for action)

Framework 4: Question Teaser Call to Action with PS

Problem-oriented question
Intriguing resource (teaser)
Simple question for the call to action (CTA)
PS (funny or personal mention)

Examples:

For detailed examples of these frameworks in action, visit the link below to explore how they work and why they're effective: 4 Outbound Message Frameworks You Should Try Right Now

In this episode of the B2B Sales Podcast, Thibaut shares a few details about his new course, The AI Outreach System. It goes live on Friday 14th of April at 4:00 PM Berlin time.

If you want to grab the 30% discount code mentioned in the episode, make sure to sign up to Tactical Selling: https://www.saleslabs.io/tactical/

meetings with AI using GPT-4 or ChatGPT. Learn how to integrate AI into your prospecting habits, save time, and book more meetings with prospects.

Main Topics Covered:

Step 1: Do your research
Step 2: Craft your messages
Step 3: Follow up to get a reply
Step 4: Build your reciprocity resource
Step 5: Navigate conversations to book the meeting

Links:

Examples and detailed article with prompt examples
AI Outreach System

In this episode of the B2B Sales Podcast, we explore how to use GPT-4 to personalize your outreach on LinkedIn, saving you time and increasing your chances of catching your prospect's attention. Follow these three simple steps to make your outreach more effective.

Main Topics:

Using GPT-4 for personalizing LinkedIn outreach
Step 1: Exporting a prospect's LinkedIn profile as a PDF
Step 2: Asking GPT-4 to skim the resume for personalization elements
Step 3: Writing your personalized LinkedIn message
Example of a successful personalized outreach message
Saving time in prospect research with GPT-4

Link to Examples: GPT-4: 3 Steps to Personalizing Your Outreach on LinkedIn

In this episode of the B2B Sales Podcast, Thibaut Souyris shares three essential concepts to help you effectively use GPT-4 and ChatGPT to be more productive and book more meetings. Learn how to train the AI, write effective prompts, and chat with the AI to get the best possible results.

Main Topics Covered:

Training the artificial intelligence (AI)Show examples of good subject lines, cold emails, and other templates
Templatize and feed examples to ChatGPT for better results
Writing a promptAsk the AI to act like a specific person or title
Feed the AI data to generate summaries or key points
Show the AI good email templates and ask for new ideas
Chatting with the AIKeep the conversation going to refine ideas and clarify thoughts
Turn ideas into checklists or summaries
Develop other thoughts through continued dialogue

Link to Examples Mentioned in the Podcast:

3 Concepts You Need to Understand About GPT-4 Right Now

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

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

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

You'll find all the links to the tools here.

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

Go check the blog post here.

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

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

Go check the blog post here.

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

Go check the blog post here.

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

Go check the blog post here.

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

Go check the blog post here.

In this new episode, Thibaut shares his 3 steps to using the cost of inaction in your messaging. You can find how to create a comparative logic calculator here.

Get this podcast in written version here.

If you want 1 sales development tip per week from Thibaut, it's over here.

In this new episode, Thibaut shares what he would do if he was starting a new sales job in 2023.

You can get The New Outreach System + The Cold Message System for 50% over here.

if you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.

If you want 1 sales development tip per week from Thibaut, it's over here.

In this new episode, Thibaut shares how you can use comparative logic to get replies.

You can find the blog post and calculator Thibaut mentioned here.

if you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.

If you want 1 sales development tip per week from Thibaut, it's over here.

In this new episode, Skip & Thibaut share their tactics to find and quantify prospects' problems.

If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.

If you want 1 sales development tip per week from Thibaut, it's over here.

In this episode, Thibaut receives Tom Latourette, Managing Partner at M3 Learning.

If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.

If you want 1 sales development tip per week from Thibaut, it's over here.

This episode is an interview of Thibaut by Tyrone Smith, from Host of The Sales Career Podcast. Thibaut talks about his journey becoming a solopreneur.

If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.

If you want 1 sales development tip per week from Thibaut, it's over here.

In this new episode, Thibaut shares 3 steps to creating upsell opportunities.

If you want to get the detailed guide in your mailbox when it goes out, it's over here.

If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.

In this new episode, Skip & Thibaut share 3 ways you can mentally prepare for outbounding.

Here's a cold call checklist to help you prepare.

If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.

If you want 1 sales development tip per week from Thibaut, it's over here.

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

In this new episode, Thibaut shares 3 rules to reach your target when you're lazy. If you want to read the full guide on 5 traits of successful SDRs, https://www.saleslabs.io/5-traits-of-successful-sdrs-in-2023-and-beyond/ (it's here). If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter https://www.m3learning.com/proactive-discovery (here). If you want 1 sales development tip per week from Thibaut, it's over https://www.saleslabs.io/resources/tacticalselling/ (here).

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

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

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

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

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

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

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

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

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

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

In this new episode, Thibaut shares why involving SDRs in expansion opportunities makes sense. You'll discover 3 steps to shift your focus from new business only to expansion. If you're interested in joining Skip & Thibaut's community, you can http://sellingadvantage.io/ (check it here).

In this new episode, Skip & Thibaut share their tips on how to deal with objections. If you're interested in receiving 1 weekly tip from Skip & Thibaut, you can sign up to their newsletter https://www.m3learning.com/proactive-discovery (here).

In this new episode, Thibaut receives Tom Castley, Head of Sales at Hook. In this interview, you'll discover a simple framework to prioritize expansions, and you'll learn about the challenges CROs are facing. You can connect with Tom on LinkedIn https://www.linkedin.com/in/tomcastley/ (here). Enjoy the show!

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

In this new episode, Thibaut receives Mattia Schaper, Founder of SDRs of Germany. In this interview, you'll discover how Mattia brings her authentic self to reach her monthly meeting targets before the 15th of each month. You can connect with Mattia on LinkedIn https://www.linkedin.com/in/mattiaschaper/ (here). Go check SDRs of Germany https://sdrsofgermany.com/ (here). Enjoy the show!

In this new episode, Skip & Thibaut share their tips on how to sell in a recession, when budgets are tighter. If you're interested in receiving 1 weekly tip from Skip & Thibaut, you can sign up to their newsletter https://www.m3learning.com/proactive-discovery (here).

In this new episode, Thibaut shares the 7 bad prospecting habits holding you back, and what to do about them. If you're interested in trying Leadjet, you can https://www.leadjet.io/?fpr=thibaut26 (sign up here). If you're interested in joining Skip & Thibaut's community, you can http://sellingadvantage.io/ (check it here).

This episode is an interview of Manuel Hartmann for Sales Development Talks, a new show Thibaut is launching with Tolstoy. If you're interested in joining Skip & Thibaut's community, you can http://sellingadvantage.io/ (check it here).

In this new episode, Thibaut shares his 3 steps tactic to book meetings with LinkedIn voice notes. If you're interested in joining Skip & Thibaut's community, you can http://sellingadvantage.io/ (check it here).

In this new episode, Skip & Thibaut tell you more about ProActive Discovery, the first self-paced, online course of Skip. If you want to order it, you can https://www.m3learning.com/proactive-discovery (do it here).

In this new episode, Thibaut shares why you don't need more product knowledge as an SDR. Go check the https://www.saleslabs.io/the-new-outreach-system/ (New Outreach System here). If you're interested in joining Skip & Thibaut's community, you can http://sellingadvantage.io/ (check it here).

This episode is an interview of Elric Legloire for Sales Development Talks, a new show Thibaut is launching with Tolstoy. If you're interested in joining Skip & Thibaut's community, you can http://sellingadvantage.io/ (check it here).

In this new episode, Skip & Thibaut talk about two simple framework to handle an objection. If you're interested in joining Skip & Thibaut's community, you can http://sellingadvantage.io/ (check it here).

This episode is an interview of Thibaut by Manuel Hartmann, for the Startup Sales Summit 2022. If you're interested in joining Skip & Thibaut's community, you can http://sellingadvantage.io/ (check it here).

In this new episode, Skip & Thibaut talk about two simple tactics you can use to give energy to your deals. The first one is called homework assignment, the second on trumpeting. If you're interested in joining Skip & Thibaut's community, you can http://sellingadvantage.io/ (check it here).

In this new episode, Thibaut shares a recent story on why he chose to refuse working with two people who were interested in working with him. If you're interested in joining Skip & Thibaut's community, you can http://sellingadvantage.io/ (check it here).

This episode is an interview of Thibaut by Gautam Rishi from OneShot. Thibaut talks about his journey and how he trains SDR teams. If you're interested in joining Skip & Thibaut's community, you can http://sellingadvantage.io/ (check it here).

In this new episode, Thibaut shares a recent deal he's been working on and how he avoided working for free without knowing if the deal would close. If you're interested in joining Skip & Thibaut's community, you can http://sellingadvantage.io/ (check it here).

In this special episode, Thibaut shares his detailed approach to prospect on LinkedIn and book meetings. The episode is a recording of a live workshop for Full Funnel. If you want to check the video recording, you can https://www.saleslabs.io/hands-on-linkedin-prospecting/ (do it here). You can also access Thibaut's New Outreach System https://www.saleslabs.io/the-new-outreach-system/ (here). If you're interested in joining Skip & Thibaut's community, you can http://sellingadvantage.io/ (check it here).

In this new episode, Thibaut receives Adam Michalski, Co-founder & CEO at Partnered. In this interview, you'll learn about partnership sales and how you can close deals faster with a good partnership strategy. You can connect with Adam on LinkedIn https://www.linkedin.com/in/adamjmichalski/ (here). Want to join the Selling Advantage Community? http://sellingadvantage.io/ (Do it here). Enjoy the show!

In this new episode, Skip & Thibaut talk about how to deal with BTLs blocking your deal. They talk a recent example of a deal Thibaut lost when speaking with sales enablement. If you're interested in joining Skip & Thibaut's community, you can http://sellingadvantage.io/ (check it here).

In this new episode, Thibaut receives Jan Mundorf, one of the founding members of the Selling Advantage Community. In this interview, you'll hear how Jan produces sales-oriented content on LinkedIn, and how you can do it too. You can connect with AJ on LinkedIn https://www.linkedin.com/in/jan-b-mundorf/ (here). Want to join the Selling Advantage Community? http://sellingadvantage.io/ (Do it here). Enjoy the show!

In this new episode, Skip & Thibaut talk about why you shouldn't let your BTL sell internally. If you're interested in joining Skip & Thibaut's community, you can http://sellingadvantage.io/ (check it here).

In this new episode, Thibaut receives AJ Alao from SeedLegals. In this interview, you'll hear how AJ used Thibaut's sales tips to generate and close €50.000 of outbound opportunities. You can connect with AJ on LinkedIn https://www.linkedin.com/in/b2baj/ (here). Want to know more about the program AJ used? https://www.saleslabs.io/t-shaped-sales-development-program/ (Check it here). Want to join the Selling Advantage Community? http://sellingadvantage.io/ (Do it here). Enjoy the show!

In this new episode, Skip & Thibaut talk about the top 3 mistakes salespeople are doing in their sales calls. If you're interested in joining Skip & Thibaut's community, you can http://sellingadvantage.io/ (check it here).

In this new episode, Thibaut receives Matthew Roberts from Mozaic.tech. In this interview, you'll hear Matthew's experience on doing sales development since 2018. You can connect with Matthew on LinkedIn https://www.linkedin.com/in/matthewpaulroberts5/ (here). Want to join the Selling Advantage Community? http://sellingadvantage.io/ (Do it here). Enjoy the show!

In this new episode, Skip & Thibaut share their plans for 2022 and how you can plan to reach your targets. If you're interested in joining Skip & Thibaut's community, you can http://sellingadvantage.io/ (check it here).

In this new episode, Thibaut receives Jack Lancaster, Co-Founder at Spoke.ai. In this interview, you'll hear Jack's tactic to book meetings with prospects (in his case product managers) using user research. You can connect with Jack on LinkedIn https://www.linkedin.com/in/jacklancaster4/ (here). Want to join the Selling Advantage Community? http://sellingadvantage.io/ (Do it here). Enjoy the show!

In this last episode of 2021, Skip & Thibaut share their summary of 2021 and what they expect for 2022. If you're interested in joining Skip & Thibaut's community, you can http://sellingadvantage.io/ (check it here).

In this new episode, Thibaut receives Robert Anders, VP Sales Services at Cremanski. In this interview, you'll hear Robert and Thibaut's assessment of sales in Germany, what works well, and what is coming next for the world of sales in Germany. Want to join the Selling Advantage Community? http://sellingadvantage.io/ (Do it here). Enjoy the show!

In this new episode, Thibaut tells you everything about his new gig as an advisor for Tolstoy. https://bit.ly/3ETx311 (Signup to Tolstoy for free today) https://bit.ly/3s5KRC8 (How Thibaut uses Tolstoy and how you can contribute)

In this new episode, Thibaut receives Samantha McKenna, Founder of #samsales Consulting. In this interview, you'll learn about Samantha's top 5 sales hacks. You'll get her tactics to generate more business and close deals faster. You can add Samantha on LinkedIn https://www.linkedin.com/in/samsalesli/ (here). Enjoy the show!

In this new episode, Skip & Thibaut share their tips on how to clean up your pipeline to finish the year strong. For most salespeople, December is the last month of the last quarter of the year. You will get Skip and Thibaut's tips on how to make sure you get a great end of the year and prepare for the next quarter. And if you're interested in joining Skip & Thibaut's community, you can http://sellingadvantage.io/ (check it here).

In this new episode, Thibaut receives Philipp Schwendimann, Founder at parruu. In this interview, you'll learn about Philipp's tactics to get rid of your fear of video prospecting. You'll also learn about the setups of Philipp and Thibaut, and how to get started with video prospecting. You can add Philipp on LinkedIn https://www.linkedin.com/in/ph-schwendimann/ (here) and check out parruu https://parruu.com/ (here). Enjoy the show!

In this new episode of The B2B Sales Podcast, Thibaut shares the latest version of his https://www.saleslabs.io/ulos/ (Ultimate LinkedIn Outreach Sequence). Here's what you'll learn: The exact, 6-step sequence Thibaut uses to get a 38% reply rate and an 11% meeting rate How to write a connection request with a 70% acceptance rate How Thibaut uses https://www.linkedin.com/company/vidyard/ (Vidyard) and https://www.linkedin.com/company/gotolstoy/ (Tolstoy) for video prospecting How to drop a LinkedIn voice note

If you're interested in building your own prospecting routine and using LinkedIn to book meetings, you should check https://www.saleslabs.io/the-new-outreach-system/ (Thibaut's New Outreach System). It's a tactical guide to book meetings on LinkedIn. Enjoy the show!

In this new episode, Thibaut receives Isabel Sum, Account Executive at StackFuel. In this interview, you'll learn about the typical challenges faced when prospecting and selling into corporate German accounts. You'll also learn about Isabel's experience being trained on the https://www.saleslabs.io/t-shaped-sales-development-program/ (T-shaped Sales Development Program). You can add Isabel on LinkedIn https://www.linkedin.com/in/isabel-sum/ (here). Enjoy the show!

In this new episode of The B2B Sales Podcast, Thibaut shares what 220 days of prospecting on LinkedIn have taught him. If you're interested in building your own prospecting routine and using LinkedIn to book meetings, you should check https://www.saleslabs.io/the-new-outreach-system/ (Thibaut's New Outreach System). It's a tactical guide to book meetings on LinkedIn. Enjoy the show!

In this new episode, Thibaut receives Nikolai Skatchkov, CEO & Co-Founder at Circula. In this interview, you'll learn about how Nikolai and the sales team at Circula are generating opportunities, and closing deals with traditional German customers. Often referred as "Mittelstand", these companies are producing most of the German GDP, but they are very hard to reach. Nikolai has cracked the code and tells you more about how you can be successful in DACH. You can https://www.linkedin.com/in/skatchkov/ (add Nikolai on LinkedIn) or check the open positions at Circula https://circula.jobs.personio.de/?language=de (here). They are doubling the sales team in 2022 and looking for onsite or remote, German-speaking SDRs. Enjoy the show!

In this new episode of The B2B Sales Podcast, Thibaut shares how the laziest SDR he worked with was also the most successful. You'll learn why and how you can become more successful too! If you're interested in building your own prospecting routine and use LinkedIn to book meetings, you should check https://www.saleslabs.io/the-new-outreach-system/ (Thibaut's New Outreach System). It's a tactical guide to book meetings on LinkedIn. Enjoy the show!

In this new episode, Thibaut receives Mary Shea, Global Innovation Evangelist at Outreach. In this interview, you'll learn about the key initiatives and challenges of CROs/CSOs for 2022. Mary and Thibaut also exchanged on how the role has changed and discussed major trends in sales such as remote work, hybrid work, and time-zone independent work. You can follow Mary on https://www.linkedin.com/in/maryshea/ (LinkedIn) or https://twitter.com/sheaoutr (Twitter). If you want to join the recording of the B2B Sales Podcast and ask your questions live, then join the https://sellingadvantage.io/ (Selling Advantage Community). Enjoy the show!

In this episode, you will discover the new co-host of The B2B Sales Podcast. We are launching our 8th season and we're very excited to announce that we have a new co-host. Tune in to find out who will replace Ara, and what we'll be working on together (and don't worry, Ara is doing fantastic, she came up with the idea)! Add https://www.linkedin.com/in/skip-miller-a7243/ (Skip) and https://www.linkedin.com/in/thibautsouyris/ (Thibaut) on LinkedIn. If you want to join The Selling Advantage Community, you can https://sellingadvantage.io/ (do it here).

In this new episode, Thibaut receives Michael Larche, Head of Sales at Echobot. In this interview, you'll learn about the system Michael has developed to recruit junior reps straight out of University. You'll understand how to get visible with ambitious graduates and how to build a program to get them to join your team. You can add Michael on LinkedIn https://www.linkedin.com/in/michael-larche/ (here). If you want to join the recording of the B2B Sales Podcast and ask your questions live, then join the https://sellingadvantage.io/ (Selling Advantage Community). Enjoy the show!

In this new episode of The B2B Sales Podcast, Thibaut shares a simple mindset change you can apply to get more meetings. https://www.saleslabs.io/ulos/ (Here's the sequence) Thibaut is referring to in the episode. You can http://sellingadvantage.io/ (join the Selling Advantage Community here) if you want to get tactical tips like this one. Enjoy the show!

In this new episode, Thibaut receives David Priemer, Founder & Chief Sales Scientist at Cerebral Selling. In this interview, you'll learn about what has changed in sales between now and 10 years ago. You'll also discover key concepts of David's methodology. You can add David on LinkedIn https://www.linkedin.com/in/dpriemer/ (here). Check David's book https://cerebralselling.com/book/ (here). If you want to join the recording of the B2B Sales Podcast and ask your questions live, then join the https://sellingadvantage.io/ (Selling Advantage Community). Enjoy the show!

In this new episode of The B2B Sales Podcast, Thibaut shares the 5 deadly sins of prospecting videos. You will discover what most reps are doing wrong, and what to do instead. You can http://sellingadvantage.io/ (join the Selling Advantage Community here) if you want to get tactical tips like this one. Enjoy the show!

This episode is a rediffusion of an interview with Thibaut Souyris on The Lowly SDR Podcast. Thibaut was invited by Tyler Cole to share his approach to prospecting, and how SDRs can use the T-shaped Sales Development Framework to start more conversations. If you're interested in learning more about the program, go https://www.saleslabs.io/t-shaped-sales-development-accelerator/ (check it here). Enjoy the show!

In this new episode of The B2B Sales Podcast, Thibaut shares his playbook to stand out in competitive deals. You will discover his exact structure and the tools he used for that, and how he closed 5 deals in the last 3 months like this. You can http://sellingadvantage.io/ (join the Selling Advantage Community here) if you want to get tactical tips like this one. Enjoy the show!

In this new episode, Thibaut receives Oliver Manojlovic, VP Sales at Personio. In this interview, you'll learn about the journey of Oliver at Personio, as well as the challenges and solutions he faced while building the sales organization. On top of that, you'll discover the approach Personio takes with pipeline generation. You can add Oliver on LinkedIn https://www.linkedin.com/in/olivermanojlovic/ (here). Personio is hiring, check their opening https://www.personio.com/about-personio/careers/ (here.) Enjoy the show!

In this new episode of The B2B Sales Podcast, Thibaut shares his new outbound sequence in detail. You will discover the touchpoints, cadence, and messaging he uses, with a 40% reply rate. You can http://sellingadvantage.io/ (join the Selling Advantage Community here) if you want to grab the sequence worksheet with messaging and video explanation. Enjoy the show!

In this new episode, Thibaut receives Tom Castley, Vice President, EMEA at Outreach. In this interview, you'll learn about the 3 things to keep in mind when building a sales organization in EMEA, you'll get Tom's vision of the future of sales, and you'll see how Outreach is positioned in this future. You can add Tom on LinkedIn https://www.linkedin.com/in/tomcastley/ (here). Outreach is hiring, check their opening https://www.outreach.io/company/working-at-outreach (here.) Enjoy the show!

In this new episode of The B2B Sales Podcast, Thibaut shares his experience closing a 5-figures deal in only 9 days. You will discover the 4 steps he used to add energy to his deal, increase the scope, and close faster. If you're interested in learning exclusive tactics and tips, you can join the Selling Advantage Community https://www.saleslabs.io/the-selling-advantage-community-podcast/ (here). Enjoy the show!

This episode is a rediffusion of an interview of Thibaut Souyris on The Surf and Sales Podcast. Thibaut was invited by Richard Harris to share his experience on selling into Europe. You'll discover what is different from typical North American sales, what is similar, and how to navigate cultural differences. If you're interested in learning more about selling in Europe, you can join the https://www.saleslabs.io/tsac/ (Selling Advantage Community). Enjoy the show!

In this new episode of The B2B Sales Podcast, Thibaut shares his approach to keep selling in summer, when everything is slower. You will discover 2 critical aspects of selling in summer and why you shouldn't give up if no one replies to your outreach. If you're interested in learning exclusive tactics and tips, you can join the Selling Advantage Community https://www.saleslabs.io/the-selling-advantage-community-podcast/ (here). Enjoy the show!

In this new episode, Thibaut receives Justin Michael, Founder of Salesborg.ai. You'll discover the Justin Michael Method, including his 3-steps framework to run a cold call. This episode is the recording of a live event for members of the https://www.saleslabs.io/tsac/ (Selling Advantage Community). You can add follow Justin on LinkedIn https://www.linkedin.com/in/michaeljustin/ (here), and join his Discord group https://www.salesborgs.ai/ (here). Enjoy the show!

In this episode, Thibaut gives a debrief of season 6 of The B2B Sales Podcast. He also shares what's coming next for season 7. You'll also learn about your https://www.saleslabs.io/sponsoring/ (sponsoring options), as well as the https://www.saleslabs.io/tsac/ (Selling Advantage Community).

In this new episode of The B2B Sales Podcast, Thibaut shares a simple tactic when you want to post content daily as a sales rep... without posting content! You will discover why posting is so important, why it's so hard, and how to solve that problem. If you're interested in learning exclusive tactics and tips, you can join the Selling Advantage Community https://www.saleslabs.io/the-selling-advantage-community-podcast/ (here). Enjoy the show!

In this new episode, Thibaut receives Rachel Shi, Senior Manager, Partnerships at Vidyard. In this interview, you'll learn about the journey of Rachel in sales, when she used video in sales for the first, as well as tactical tips on getting started with video prospecting. You can add Rachel on LinkedIn https://www.linkedin.com/in/rachshi/ (here). Enjoy the show!

In this new episode of The B2B Sales Podcast, Thibaut shares his approach to book meetings with LinkedIn events. You will discover 3 simple steps to start conversations and land meetings with LinkedIn events. If you're interested in applying this tactic in details, with a worksheet and assignments, then go check the on-demand training https://www.saleslabs.io/using-linkedin-events-to-book-meetings (here). Enjoy the show!

In this new episode, Thibaut receives Manuel Hartmann, Founder & CEO of SalesPlaybook.io. In this interview, you'll learn about the most common myths about sales. You'll also discover the 5 stages B2B founders go through on their way to €10M ARR. Finally, you'll get some suggestions on how to avoid doing the same mistakes. You can add Manuel on LinkedIn https://www.linkedin.com/in/hartmannmanuel/ (here). Manuel has also shared the https://platform.thesalesplaybook.io/offers/5QG4ER85/checkout (Sales Starter Package) to help you clean up and start your sales engine. Enjoy the show!

In this new episode, Thibaut receives Julio Cesar Fort, Partner at Blaze Information Security. In this interview, you'll learn tactics to sell to technical buyers, what to avoid, and how adding value is the best thing you can do to generate referral sales and grow. You can add Julio on LinkedIn https://www.linkedin.com/in/juliocesarfort/ (here). And if you're interested in applying to join the Blaze Information Security sales team, you can https://www.linkedin.com/jobs/view/2548916937/ (do it here) or contact Julio on LinkedIn. Enjoy the show!

In this new episode of The B2B Sales Podcast, Thibaut shares his qualification framework for sales calls. You will discover 3 important data points to collect to find out if an opportunity is qualified. And you won't be using BANT or MEDDIC! If you want to join a community of 130+ tech salespeople, go and check the Selling Advantage Community https://www.saleslabs.io/the-selling-advantage-community-podcast/ (here). You'll get your first month for free! Enjoy the show!

In this new episode, Thibaut receives Daniel Viduya, General Manager at TaskDrive. In this interview, you'll discover tactical tips on how to organize your lead research. You'll learn more about the different playbooks and what kind of research organization is best for you. You can find Daniel https://www.linkedin.com/in/danielviduya/ (here). And if you want to book a free consultation with Daniel, you can https://taskdrive.com/ (do it here). Enjoy the show!

In this new episode of The B2B Sales Podcast, Thibaut shares how he closed a 5-figures deal in 7 days. You will discover how he used different languages of value for two types of buyers, how he found out about the reasons for buying, and how he structured the deal. If you're interested in learning how to run a powerful discovery call, join the https://www.saleslabs.io/the-discovery-call-training/ (Discovery Call Training), in partnership with Dooly and RevGenius. Enjoy the show!

In this new episode, Thibaut receives Frederic Krahforst and Tyrone Smith from TradeLink. In this interview, you'll discover how Frederic transitioned from selling everything himself to hiring Tyrone and building the sales organization together. You'll get an in-depth look into their journey. You can find https://www.linkedin.com/in/frederickrahforst/ (Frederic) here, and Tyrone https://www.linkedin.com/in/tyrone-smith-bremen/ (here). They are https://www.tradelink.co/jobs (hiring over 10 salespeople) (SDRs, AEs) in a remote-first environment. Go check their openings here and listen to the podcast to know how to fast-track the interview process. Enjoy the show!

In this new episode of The B2B Sales Podcast, Thibaut shares his secret sales weapon. You will discover how to help your customer go from "I get it" to "I get it" and induce a transfer of ownership online. The tools mentioned in the episode are https://www.mural.co/ (Mural) and https://miro.com/ (Miro). If you're interested in learning how to run a powerful discovery call, join the https://www.saleslabs.io/the-discovery-call-training/ (Discovery Call Training), in partnership with Dooly and RevGenius. Enjoy the show!

In this new episode, Thibaut receives Jan Mundorf, Team Lead Revenue Development at Albacross. In this interview, you'll discover how Jan proactively became team lead in 9 short months. You'll also discover how he's living the transition from individual contributor to team lead, and how he structures his work day. You can find Jan on LinkedIn https://www.linkedin.com/in/jan-b-mundorf/ (here). If you want to submit your own question or suggest a guest, you can join the T-shaped Sales Community and get one month for free at https://www.saleslabs.io/tsc/ (https://www.saleslabs.io/tsc/). Enjoy the show!

In this episode, Thibaut gives a debrief of season 5 of The B2B Sales Podcast. You'll also learn about your https://www.saleslabs.io/sponsoring/ (sponsoring options), as well as the https://www.saleslabs.io/tsc/ (T-shaped Sales Community).

In this new episode, Thibaut receives Shabri Lakhani, CEO & Founder of SalesWorks. In this interview, you'll discover how to build a solid onboarding program for SDRs, how to enable SDRs remotely, and how to train your SDRs on a continuous basis. You can find Shabri on LinkedIn https://www.linkedin.com/in/shabri-lakhani-97a09123/ (here). If you want to submit your own question or suggest a guest, you can join the T-shaped Sales Community and get one month for free at https://www.saleslabs.io/tsc/ (https://www.saleslabs.io/tsc/). Enjoy the show!

In this new episode of The B2B Sales Podcast, Thibaut shares his tips on how to get your LinkedIn connection request accepted. You will discover 3 different ways to send a connection request and maximize your acceptance rate. You'll also get concrete examples from Thibaut's experience. Thanks, Jan for submitting this question! If you want to submit your own question or suggest a guest, you can join the T-shaped Sales Community and get one month for free at https://www.saleslabs.io/tsc/ (https://www.saleslabs.io/tsc/). Enjoy the show!

In this new episode, Thibaut receives Emil Mahr, Senior Account Executive at Personio. Emil has started his career in sales by building pieces of furniture for the Personio office. Before that, he studied mechanical engineering. In this interview, you'll discover how unconventional paths can lead to a successful career. You'll also discover tips from Emil on how to get promoted quickly and perform in the DACH market as a salesperson. You can find Emil on LinkedIn https://www.linkedin.com/in/emil-mahr-493622121/ (here). If you want to submit your own question or suggest a guest, you can join the T-shaped Sales Community and get one month for free at https://www.saleslabs.io/tsc/ (https://www.saleslabs.io/tsc/). Enjoy the show!

In this new episode of The B2B Sales Podcast, Thibaut shares his tips on how he uses LinkedIn voicemails to get a 35% reply rate. You will discover where to find this feature, learn 3 things to keep in mind when sending a LinkedIn voicemail, and you'll get Thibaut's framework to record creative and relevant voicemails. Thanks, Jan for submitting this question! If you want to submit your own question or suggest a guest, you can join the T-shaped Sales Community and get one month for free at https://www.saleslabs.io/tsc/ (https://www.saleslabs.io/tsc/). Enjoy the show!

In this new episode, Thibaut receives Denise Lubaway, VP Growth & Partnerships at Ultranauts. Denise has been working in sales for the past 25 years and she came to share her view on how things have changed since she first started. In this interview, you'll discover what has changed, what didn't change, and how previous salespeople would have dreamed of having all the tools we use in 2021. You can find Denise on LinkedIn https://www.linkedin.com/in/denise-lubaway-9b23003/ (here). Enjoy the show!

In this new episode of The B2B Sales Podcast, Thibaut shares 4 tips to get more answers with video prospecting. You will discover the differences between core videos and prospecting videos, how Thibaut builds his video scripts as well as additional resources to send prospecting videos. Thanks, Lee for submitting this question! And if you're interested in sending prospecting videos, you can purchase the https://www.saleslabs.io/the-linkedin-video-prospecting-training/ (LinkedIn Video Prospecting Training) If you want to submit your own question or suggest a guest, you can join the T-shaped Sales Community and get one month for free at https://www.saleslabs.io/tsc/ (https://www.saleslabs.io/tsc/). Enjoy the show!

In this new episode, Thibaut receives Marius Stäcker, CEO of ToolTime. Marius founder ToolTime in January 2019 and has since raised over €20 million to digitize the craftsmen market in the DACH region. In this interview, you'll discover how a European SaaS CEO buys, how to approach Marius, and what to avoid. You'll also discover the metrics Marius is tracking as well as the way he's making decisions. You can find Marius on LinkedIn https://www.linkedin.com/in/mariusstaecker/ (here). ToolTime is looking for a VP of Sales, https://www.tooltime.de/jobs#job-404886 (check the job here). Enjoy the show!

In this new episode of The B2B Sales Podcast, Thibaut talks about his framework to time-box his outreach. You will discover the concept of Powerhour, how Thibaut structures his outreach as well as additional resources to book more meetings. Thanks, Henry for submitting this question! https://www.saleslabs.io/sales-process-calculator/ (Sales process calculator) https://www.saleslabs.io/using-content/ (Using content training) https://www.saleslabs.io/the-linkedin-video-prospecting-training/ (LinkedIn Video Prospecting Training)

If you want to submit your own question or suggest a guest, you can join the T-shaped Sales Community and get one month for free at https://www.saleslabs.io/tsc/ (https://www.saleslabs.io/tsc/). Enjoy the show!

In this new episode, Thibaut receives Jerry Henry, Manager, Solution Architects and Onboarding Specialists at Sendoso. Jerry has been with Sendoso for 2 years and he has extensive experience building ABM programs in tech. In this interview, you'll discover that ABM and hyper-personalization don't need to be expensive and you'll get tactical tips on how to get started. You'll learn how to pick top accounts and what solutions exist to increase reply rates with personalized gifts. You can find Jerry on LinkedIn https://www.linkedin.com/in/jerry-henry/ (here). Go check Sendoso https://sendoso.com/ (here). Enjoy the show!

In this new episode of The B2B Sales Podcast, Ara talks about the framework she uses to qualify a discovery call. You will learn her approach to performing a discovery call, as well as the questions she answers before creating an opportunity. Thanks Tyrone for submitting this question! If you want to submit your own question or suggest a guest, you can join the T-shaped Sales Community and get one month for free at https://www.saleslabs.io/tsc/ (https://www.saleslabs.io/tsc/). Enjoy the show!

In this new episode, Thibaut receives Nina Djordjevic, Head of Sales at Sendcloud. Nina is a professional salesperson, as well as a professional beach tennis athlete. In this interview, you'll get her take on coaching in sales and why it's so similar to professional sports. You'll also hear Thibaut getting coached by Nina, and you'll hear Nina's wins and failures, and what she learned from these. You can find Nina on LinkedIn https://www.linkedin.com/in/ninadjordjevic/ (here). Go check Sendcloud https://www.sendcloud.com/ (here). Enjoy the show!

In this episode, Thibaut gives an overview of the season 5 format. After 46 episodes, The B2B Sales Podcast's format is changing, and you will have the opportunity to impact the topics and guests of the podcast. You can join the https://www.saleslabs.io/tsc/ (T-shaped Sales Community) and get your first month for free with the code "b2bsalespodcast" at checkout.

In this new episode, Thibaut receives Leslie Greenwood, Vice President Member Success at Revenue Collective. Leslie has been leading customer success teams for 6 years, before joining Revenue Collective as VP Member Success in July 2020. In this interview, you'll discover how she kept customers happy, what community members and customers have in common, and tactics to keep community members engaged. You can find Leslie on LinkedIn https://www.linkedin.com/in/leslie-greenwood/ (here). Go apply to Revenue Collective https://revenuecollective.referralrock.com/l/saleslabs/ (here). Enjoy the show!

In this new episode, Thibaut receives Jeff Swan, Founder at RevUp Sales. Jeff has been in sales for 15 years, focused on generating millions in pipeline. In this interview, you'll discover how to build a solid outreach sequence, what to avoid, and a simple framework to build your cold outreach messages from scratch. You can find Jeff on LinkedIn https://www.linkedin.com/in/jeffswan18/ (here). Go check RevUp Sales https://revup90.com/ (here). Enjoy the show!

In this new episode, Thibaut receives Josh Allen, CRO at Owl Labs. Josh has over 18 years of sales experience, working in companies like LogMeIn or Drift. In this interview, you will discover what keeps a CRO up at night, what KPIs Josh follows, and you'll even learn how to craft a good cold outreach message to Josh. You can find Josh on LinkedIn https://www.linkedin.com/in/josh-a/ (here). Go check Owl Labs https://www.owllabs.com/ (here). Enjoy the show!

In this new episode, Thibaut receives Courtney, VP of Global Sales at Improvado. Courtney and Thibaut jump on a live interview, following the series of the SalesLabs Virtual Tour. Participants engaged while listening to the conversation about: What are the different career paths in a fast growing startup How to pick your next job How being part of Burning Man helped Courtney develop her leadership skills

You can find Courtney on LinkedIn https://www.linkedin.com/in/courtneypgriffin/ (here) Go check Improvado https://improvado.io/ (here) Enjoy the show!

In this new episode, Thibaut invites Kyle Roach, Director of Sales Development at Socio. Kyle and Thibaut jump on a live interview, following the series of the SalesLabs Virtual Tour. Participants asked questions about: How the team at Socio pivoted from selling an app for physical events to virtual events How Kyle builds a strong team culture remotely Why teachers are great fits for sales

You can find Kyle on LinkedIn https://www.linkedin.com/in/kyleroach90/ (here) Go check Socio https://socio.events/ (here) Enjoy the show!

In this new episode, Thibaut receives Roger Figueiredo, VP of Marketing and Sales Development at #paid. Roger and Thibaut jump on a live interview, following the series of the SalesLabs Virtual Tour. Participants asked questions about Here is what you will learn: How Roger involves his SDR team in hiring new SDRs Creative ways to engage your SDR team Why the SDR is becoming a profession in itself and not just a stepping stone

You can find Roger on LinkedIn https://www.linkedin.com/in/rogerfigueiredo/ (here) Go check #paid https://hashtagpaid.com/ (here) Enjoy the show!

In this new episode, Thibaut receives David Thomson, Chief Sales Officer at Allbound. David and Thibaut jump on an Ask Me Anything session, as part of SalesLabs Virtual Tour. Participants asked questions around B2B sales, partnership sales, and building international sales teams. Here is what you will learn: What KPIs David tracks How David structures his global sales teams Which tools David uses to enable and manage his team

You can find David on LinkedIn https://www.linkedin.com/in/davidithomson/ (here) Go check Allbound https://www.allbound.com/ (here) Enjoy the show!

In this new episode, Thibaut receives Megan Bowen, Chief Customer Officer at Refine Labs. Megan and Thibaut jump on an Ask Me Anything session, as part of SalesLabs Virtual Tour. Participants asked questions around Marketing, Sales, and Customer Success. Here is what you will learn: How to run innovative ads tactics How to identify upsell opportunities Why building content is the best thing you can do for the next 12-18 months A ton of other things

You can find Megan on LinkedIn https://www.linkedin.com/in/meganwhitebowen/ (here) Go check Refine Labs https://refinelabs.com/ (here) Enjoy the show!

In this new episode, Thibaut and Ofir talk about difficult sales conversation, and how to overcome the challenges they bring up. Ofir is EMEA Director at Sisense, supporting a team of Account Executives to learn how to master objections and persuade customers. Ofir and Thibaut discuss about the mindset around negotiation and how to adapt it during hard conversations. Both dive into the framework to use in order to deal with emotionally charged meetings with customers. They also bring some examples on the table, and talk about learnings from these experiences. You can find Ofir on LinkedIn https://www.linkedin.com/in/ofir-zan/ (here) Go check Sisense https://www.sisense.com/ (here) Enjoy the show!

In this episode, Thibaut and Brett exchange about building and scaling a sales organization, when selling consulting. Brett is the VP Sales at 7Summits, and he has experienced selling SaaS before moving to consulting. Brett and Thibaut talk about the the differences between SaaS sales and consulting sales and how to scale when you're selling human work. They also touch on the future of sales and cold outreach. You can find Brett on LinkedIn https://www.linkedin.com/in/brettmcnay/ (here) Go check 7Summits https://www.7summitsinc.com/ (here) Enjoy the show!

In this episode, Thibaut and Skip share a discussion on how to navigate in the current crisis, from the moment all lockdowns took place in the Western World. Skip is President at M3 Learning, one of the most successful sales management and training companies. Involving real time listeners, Skip and Thibaut talk about the COVID crisis and why it should be seen as a time for finding new opportunities. Skip also explains the audience the strategic moves you can implement on these times and the tactics to go ahead your competition. You can find Skip on LinkedIn https://www.linkedin.com/in/skip-miller-a7243/ (here) Go check M3 Learning http://www.m3learning.com/ (here) Enjoy the show!

In this first episode of season 4, Thibaut receives Justin Welsh to discuss about building your personal brand on LinkedIn. Justin is the founder of JW Strategic Advisory. Together with a live audience, Justin and Thibaut will discuss what it means to use authenticity to build your own personal brand and attract your ICP. Justin explains the importance of consistently creating new content to grow your exposure and attract customers. You can find Justin on LinkedIn https://www.linkedin.com/in/justinwelsh/ (here) Go check JW Strategic Advisory https://www.theofficialjustin.com/ (here) Enjoy the show!

In this season 3 wrap up, Ara and Thibaut exchange on this second season and the 13 episodes they ran together. They share their analysis of each episode and guest, as well as their learnings. Season 4 will start on the 14th of October, and we have something special for you. We are looking for candidates to get free coaching and consulting from the best experts in B2B sales. If that's you, https://www.saleslabs.io/free-coaching-and-consulting/ (fill this form). We are also looking for sponsors for the show, if that's you, https://www.saleslabs.io/podcast-sponsor/ (fill this form). You can add Ara on LinkedIn https://www.linkedin.com/in/aracely-escobedo/ (here). You can add Thibaut on LinkedIn https://www.linkedin.com/in/thibautsouyris/ (here). Enjoy the show!

In this new episode, Thibaut interviews Blake Hudson about finding your voice and expressing it. Blake is a Sales Manager at Victory Lap, and LinkedIn content creator. In this discussion, Blake shares his tips on how to find your voice and express it. He also shares his experience running for state senate at 24, as well as differences and similarities between sales and politics. You can find Blake on LinkedIn https://www.linkedin.com/in/theblakehudson/ (here). Go check Victory Lap https://victorylap.io/ (here). Enjoy the show!

In this new episode, Thibaut receives Jason Bay, for a tactical conversation on cold outreach and prospecting. Jason is Chief Prospecting Officer at Blissful Prospecting. He is also an incredibly talented marketer. In this interview, Jason shares 7 prospecting plays he teaches and uses to land more meetings. He also shares the tactics that got him invited on over 60 podcasts, as well as his thoughts on modern cold outreach. You can find Jason on LinkedIn https://www.linkedin.com/in/jasondbay/ (here). Go check Blissful Prospecting https://blissfulprospecting.com/ (here). Enjoy the show!

In this new episode, Thibaut receives Laura Moniz de Aragão, who shares her secrets to a stellar sales career and how to deal with self-limiting beliefs. Laura is VP Revenue Growth at nudge, the world’s leading financial wellbeing platform. In this interview, Laura shares the strategy that got her from BDR to Director of Enterprise Sales in less than 6 years. She also shares the story of her 1M£ commission, as well as her framework to deal with self-limiting beliefs. You can find Laura on LinkedIn https://www.linkedin.com/in/lauramonizdearagao/ (here). Go check nudge https://www.nudge-global.com/ (here). Enjoy the show!

In this new episode, Ara receives Nick van der Kolk, for an insightful conversation on how to manage teams in a hyper-growth environment company. Nick is VP Sales SMB at TravelPerk, the next-generation business travel platform pioneering the future of business travel. In this interview, Nick shares with us the challenges of working in a fast-growing company, focusing on the techniques to create a successful sales team. We discussed the impact of inbound sales and how to make sure the sales team stays motivated while getting more and good qualified leads. All this, supported by content personalisation and social selling. You can find Nick on LinkedIn https://www.linkedin.com/in/nickvanderkolk/ (here). Go check TravelPerk https://www.travelperk.com/ (here). Enjoy the show!

In this new episode, Thibaut receives Henrique Moniz de Aragao, for an in-depth discussion on how to set a revenue operations in EMEA. Henrique is the GM EMEA at G2, the world's leading B2B software and services review platform. In this interview, you will discover the various setups you can choose when setting a revenue operations team in EMEA. You'll also discover how to market a US brand in EMEA. Finally, you'll find out about career paths in a fast-growing tech scale-up. You can find Henrique on LinkedIn https://www.linkedin.com/in/henriquearagao/ (here). Go check G2 https://www.g2.com/ (here). Enjoy the show!

In this new episode, Thibaut receives Francis Brero, for a conversation on how to build rapport and sell in the US vs Europe. Francis is the Co-Founder and CRO or Madkudu, a marketing opps platform to help marketers bring their data together. In this interview, you will discover the main differences and similarities between selling in the US vs Europe. You will also learn tactical tips on how to qualify leads and close annual contracts. You can find Francis on LinkedIn https://www.linkedin.com/in/francisbrero/ (here). Go check Madkudu https://www.madkudu.com/ (here). Enjoy the show!

In this new episode, Thibaut receives Richard Smith, for a tactical conversation on how to generate opportunities through cold calling in 2020. Richard is the Co-Founder and Head of Sales or Refract, a sales call analysis solution. In this interview, you will discover why is cold calling still important in 2020, how to get started with cold calling, and tactical tips to build healthy cold calling habits. You can find Richard on LinkedIn https://www.linkedin.com/in/richard-smith-refract/ (here). Go check Refract https://www.refract.ai/ (here). Enjoy the show!

In this new episode, Thibaut receives Patricia DuChene, for an inspiring conversation on how to build small sales teams and become a role model for women in sales. Patricia is the VP of Sales at Postal.io. She has extensive experience building sales teams in the US, EMEA and APAC. In this interview, you will discover how Patricia has built sales teams all around the world, a few strategic moves when building a first sales team, and how she became a role model for women in sales. You can find Patricia on LinkedIn https://www.linkedin.com/in/duchenepatricia/ (here). Go check Postal.io https://postal.io/ (here). Enjoy the show!

In this new episode, Thibaut receives James Buckley, for a spontaneous conversation on sales and sales development. James is the Director of Sales Execution & Evolution at JBarrows Sales Training. He has been selling door-to-door for a few years, before moving to tech sales and finally joining the JBarrows Sales Training team. In this interview, you will learn about building a personal brand on LinkedIn, what is the C+P* = S formula, and what ABM prospecting tactics can be used to land on your Ideal Customer Profile LinkedIn feed. This episode was super tactical, we started the conversation and decided not to cut anything, as it was already extremely valuable! You can find James on LinkedIn https://www.linkedin.com/in/jamessaywhatsalesbuckley/ (here). Go check JBarrows Sales Training https://jbarrows.com/ (here). Enjoy the show!

In this new episode, Thibaut receives Alex Olley, for a discussion on how he re-became an SDR to help his team during the lockdown. Alex is the Co-Founder of Reachdesk. He has been for 9 years and he now heads the revenue and marketing teams and helps sales development teams use direct mail and gifting to start conversations. In this interview, you will discover why Alex decided to go back to prospecting, what has changed in sales development in the last few years, and what tools he uses to generate business opportunities. You can find Alex on LinkedIn https://www.linkedin.com/in/alexolley/ (here). Go check Reachdesk https://www.reachdesk.com/ (here). Enjoy the show!

In this new episode, Thibaut receives Mark Colgan, for a tactical conversation on how to find and use triggers for cold outreach. Mark is the CRO of TaskDrive. He has been for 12 years in B2B Sales and Marketing, and he is currently helping SDRs personalize their outreach, while living the dream of working remotely. In this interview, you will discover how to find valuable triggers to personalize your prospecting, what types of triggers can be used, and how to scale your trigger research. You can find Mark on LinkedIn https://www.linkedin.com/in/markcolganmarketing/ (here). Go check TaskDrive https://taskdrive.com/ (here). And below are two useful resources to get started with triggers. https://taskdrive.com/lead-generation/lead-sourcing-playbooks-for-b2b-companies/ (Overview of 14 Lead Sourcing Playbooks via TaskDrive’s blog) https://mailshake.com/blog/build-list-prospects-2/ (How to Build a Relevant, Dynamic List of Prospects via Mailshake guest post)

Enjoy the show!

In this new episode, Thibaut receives Kevin Indig, for an in-depth conversation on how reps can build credible content to book meetings. Kevin is VP SEO & Content at G2. He has a strong technical SEO background and developed into a marketing leader over the last couple of years, building and leading teams at several companies along the way. In this interview, you will discover how to build quality content and generate demand on LinkedIn and socials, how to build credibility in content when starting a career, and how to craft content for Germany vs the US. You can find Kevin on LinkedIn https://www.linkedin.com/in/kevinindig/ (here). Go check G2 https://www.g2.com/ (here). Enjoy the show!

In this new episode, Thibaut receives Tom Boston, for a fantastic conversation on how to use humor to stand out on LinkedIn. Tom is an SDR at Salesloft, where he's part of the EMEA sales team. With so many people creating and curating content, it can be challenging to know how to stand out. In this interview, you will discover how to find your unique voice on LinkedIn, how to generate funny posts that drive attention, and how to obtain support from your management to share authentic content You can find Tom on LinkedIn https://www.linkedin.com/in/tom-boston/ (here). Go check SalesLofthttps://salesloft.com/ ( here). Enjoy the show!

In this season 2 wrap up, Ara and Thibaut exchange on this second season and the 12 episodes they ran together. They share their analysis of each episode and guest, as well as their learnings. Season 3 will start on the 1st of July. You'll have the possibility to attend the episodes recording and ask questions to the guests. This access is for customers of the https://www.saleslabs.io/the-t-shaped-sdr-online-course/ (T-shaped SDR Online Training) only. Sign up https://www.saleslabs.io/the-t-shaped-sdr-online-course/ (here). You can add Ara on LinkedIn https://www.linkedin.com/in/aracely-escobedo/ (here). You can add Thibaut on LinkedIn https://www.linkedin.com/in/thibautsouyris/ (here). And don't forget to signup to the newsletter https://www.saleslabs.io/resources/podcast/ (here). Enjoy the show!

In this new episode, Ara receives Marcela Cardenas, for a thought-provoking conversation on how to build, scale, and run international sales team. Marcela is a B2B sales reference in Latin America, where she built Groupon LatAm from the ground up, before joining CDiscount Colombia, and finally heading the Global Sales Team at Cabify. In this interview, you will discover how to keep and open mind and embrace new sales techniques, how to coach across different cultures, and how to stay humble when you own a global territory. You can find Marcela on LinkedIn https://www.linkedin.com/in/marcela-cardenas/ (here). Go check Cabify https://cabify.com/en (here). Enjoy the show!

In this new episode, Ara receives John Barrows, for an eye-opening conversation on what personalization and relevance look in cold outreach. John is a legend in the world of SaaS sales. He has trained reps at Salesforce, Slack or Salesloft and he is one of the most recognized voices in the industry. In this interview, you will discover how to personalize your cold outreach, why every AE should still prospect and you will discover how John lands meetings with his top 25 accounts. You can find John on LinkedIn https://www.linkedin.com/in/johnbarrows/ (here). Go check JBarrows https://jbarrows.com/ (here). Go listen to Make it Happen Mondays https://podcasts.apple.com/us/podcast/make-it-happen-mondays-b2b-sales-talk-with-john-barrows/id1265697819 (here). Enjoy the show!

In this new episode, Thibaut receives Alfie Marsh, Head of US Sales at Spendesk for an interview on how to build a personal brand on LinkedIn, while working on a full-time job. Alfie was the first SDR for Spendesk in the UK, before climbing the ladder and taking over the US market. In this interview, you will discover the routine of Alfie to create regular content, how he managed to create high quality video content, and what to start posting when you don't have years of experience. You can find Alfie on LinkedIn https://www.linkedin.com/in/alfie-marsh-0a435a69/ (here). Go check Spendesk https://www.spendesk.com/ (here). Go buy Jab, Jab, Jab, Right Hook https://www.amazon.de/Jab-Right-Hook/dp/006227306X/ref=sr_1_1?crid=BMJJ1NDWBIL4&dchild=1&keywords=jab+jab+jab+right+hook&qid=1591102218&sprefix=jab+jab%2Caps%2C163&sr=8-1 (here). Enjoy the show!

Jab, Jab, Jab, Right Hook: How to Tell Your Story in a Noisy Social World

In this new episode, Thibaut receives Trevor Martin, CEO of Noms Bake Shop for an interview on how to use gifts in cold outreach sequences. Trevor has founded Noms Bake Shop in 2015 in Phoenix, Arizona. In this interview, you will discover how to build sequences using physical gifts like cookies. Trevor shares a framework to select a gift provider and best practices to include these gifts in your cold outreach sequence. He also shares his experience validating physical addresses when your prospects work from home. You can find Trevor on LinkedIn https://www.linkedin.com/in/trevor-martin-1870a918/ (here). Go check Noms Bake Shop https://getnoms.com/ (here). Get the 5 steps framework https://getnoms.com/5-steps (here). Get your 10% discount by typing the code "b2bsalespodcast" at the checkout. Enjoy the show!

In this new episode, Thibaut receives Scott Leese, CEO & Founder of Scott Leese Consulting for an in-depth conversation about Scott's sales career. Scott has been in sales leadership in 6 tech startups and built 9 figures revenues multiple times. He's now fully focused on his sales consulting business. In this interview, you will learn about Scott and his career, understand how to quickly become a sales leader, and why he had the idea to create The Surf and Sales Summit. You can find Scott on LinkedIn https://www.linkedin.com/in/scottleese/ (here). Buy Scott's book https://www.amazon.com/Addicted-Process-Transactional-Confidence-Consistency-ebook/dp/B071SB4FZN (here). Go check the Surf and Sales Podcast https://podcasts.apple.com/us/podcast/surf-and-sales/id1490003203 (here). Enjoy the show!

Addicted to the Process: How to Close Transactional Sales with Confidence and Consistency

In this new episode, Thibaut receives Saood Shah, VP Customer Success and Professional Services at Contentful for a conversation on customer success and how this crucial business unit can help sales. Saood has a strong experience in building professional services units, and more recently, customer success teams. In this interview, Saood and Thibaut exchange on how sales and customer success work together, especially on the handover and onboarding, churn reduction, and expansion. You can find Saood on LinkedIn https://www.linkedin.com/in/saoodshah/ (here). Go check Contentful https://www.contentful.com/ (here). Enjoy the show!

In this new episode, Thibaut receives Veronika Riederle, CEO & Co-Founder at Demodesk for a conversation on how to run an online SaaS demo. Veronika has experience working in the corporate world and consulting, before founding Demodesk, an intelligent online meeting tool for sales teams. In this interview, Veronika and Thibaut exchange on how to prepare for a good online demo, mistakes to avoid as a junior rep running a demo and tips and tricks around scheduling or keeping control of a sales process. You can find Veronika on LinkedIn https://www.linkedin.com/in/veronikariederle/ (here). Go check Demodesk https://demodesk.com/ (here). Enjoy the show!

In this new episode, Ara receives Robert Anders, Head of Sales at Comtravo, for a conversation on how to develop and coach sales people. Robert has experience building companies and sales teams from scratch. Before joining Comtravo as Head of Sales, he co-founded Travelcircus. In this interview, Robert and Ara exchange on how to develop and coach sales people, how to make sure boundaries are clear when your direct reports are also your friend, and how to implement coaching programs for your sales team. You can find Robert on LinkedIn https://www.linkedin.com/in/robert-anders-93913a10b/ (here). Go check Comtravo https://comtravo.com/de/ (here). Enjoy the show!

In this new episode, Thibaut receives Steve Benson, CEO of Badger Maps, for a great conversation on how to lead a sales team in tough times. Steven has experience working at IBM, HP, and Google, before starting Badger Maps, a sales enablement tool for field sales reps. In this interview, Steve and Thibaut exchange on how to make tough decisions with your sales team, how to lead your reps in uncertain times and a few tips on how to pivot from outside to inside sales. You can find Steve on LinkedIn here: https://www.linkedin.com/in/stevenbenson/ (https://www.linkedin.com/in/stevenbenson/) Go check Badger Maps here: https://www.badgermapping.com/ (https://www.badgermapping.com/) Enjoy the show!

This episode is an interview of Thibaut by Diogo Bronze, from Lisbon Unlimited Podcast. In this interview, Thibaut shares insights on how to start conversations with prospects, when you are locked down at home. He gives tactical tips on how to adapt your messaging and keep building your pipeline. You can find Thibaut on LinkedIn here: https://www.linkedin.com/in/thibautsouyris/ (https://www.linkedin.com/in/thibautsouyris/) Go check SalesLabs here: https://www.saleslabs.io/ (https://www.saleslabs.io/) Go check Lisbon Unlimited Podcast here: https://www.youtube.com/watch?v=kjQB8aAtH8Q (https://www.youtube.com/watch?v=kjQB8aAtH8Q) Enjoy the show!

In this new episode, Thibaut receives Dave Kennet, CEO of Replayz, for a great conversation on how to run a kickass demo. Dave has more than 20 years of experience in sales. He has seen and heard thousands of demos, before founding Replayz, to help sales teams that can't have access to regular coaching. In this interview, Dave and Thibaut exchange on what makes a great online demo, what mistakes reps typically make in that stage and some super tactical tips to maximize the outcome of each demo. You can find Dave on LinkedIn here: https://www.linkedin.com/in/dkennett/ (https://www.linkedin.com/in/dkennett/) Go check Replayz here: https://www.replayz.com/ (https://www.replayz.com/) Enjoy the show!

In this first episode of season 2, Thibaut receives Scott Barker, Head of Partnerships at Sales Hacker. Scott has a really impressive career in sales and share some great insights on the Flip the Script Tour, that happened in February 2020. In this interview, Scott and Thibaut exchange on Scott's learning from touring the US in a bus and meeting sales professionals of all industries. They also give their opinions on what makes a rep successful and how to sell in 2020. You can find Scott on LinkedIn here: https://www.linkedin.com/in/ssbarker/ (https://www.linkedin.com/in/ssbarker/) Go check Sales Hacker here: https://www.saleshacker.com/ (https://www.saleshacker.com/) Enjoy the show!

In this season 1 wrap up, Ara and Thibaut exchange on this first season and the 6 episodes they ran together. They share their analysis of each episode and guest, as well as their learnings. Season 2 will start on the 1st of April, with a new cadence and a lot of interesting guests! You can add Ara on LinkedIn here: https://www.linkedin.com/in/aracely-escobedo/ (https://www.linkedin.com/in/aracely-escobedo/) You can add Thibaut on LinkedIn here: https://www.linkedin.com/in/thibautsouyris/ (https://www.linkedin.com/in/thibautsouyris/) And don't forget to signup to the newsletter here: http://eepurl.com/gLmD2X (http://eepurl.com/gLmD2X) Enjoy the show!

In this final guest episode of season 1, Ara welcomes Sarah Brazier, Senior Sales Development Representative at Gong.io. Sarah shares her experience becoming an SDR and helping shape career paths for sales reps. In this interview, Sarah and Ara explored why Sarah chose to become and SDR, how being an actor helped her speaking with confidence and concrete steps to take to reduce the anxiety related to a sales position. You can find Sarah on LinkedIn here: https://www.linkedin.com/in/sjbrazier/ (https://www.linkedin.com/in/sjbrazier/) More about Gong.io here: https://www.gong.io/ (https://www.gong.io/) Enjoy the show!

In this episode, Thibaut welcomes Skip Miller, President of M3 Learning. Skip has been working with sales teams in more than 35 countries. He has trained sales reps at Zoom, Tableau, Lucid Chart and is one of the most impactful sales trainers of the Silicon Valley. Skip and Thibaut discuss about the training methodology at M3 Learning and they exchange on specific tactics that you can use right now. You can find Skip on LinkedIn here: https://www.linkedin.com/in/skip-miller-a7243/ (https://www.linkedin.com/in/skip-miller-a7243/) More about M3 Learning here: https://www.m3learning.com/ (https://www.m3learning.com/) Buy the book of Skip here: https://amzn.to/38kIzS2 (https://amzn.to/38kIzS2) Enjoy the show!

Selling Above and Below the Line: Convince the C-Suite. Win Over Management. Secure the Sale.

In this episode, Thibaut welcomes Arvin Zatulovksy, Brand Partnerships Manager at Gameloft. Arvin is a master at social selling and he has created a framework to book more meetings with C-levels. Arvin and Thibaut discuss about social selling and what trends have recently emerged. You will learn what tool Arvin uses for his outreach, how he structures his day and what innovative tactics he uses to get noticed when outreaching, You can find Arvin on LinkedIn here: https://www.linkedin.com/in/arvinza/ (https://www.linkedin.com/in/arvinza/) More about Gameloft here: https://www.gameloft.com/en/ (https://www.gameloft.com/en/) Gameloft is hiring, apply here: https://www.gameloft.com/corporate/en/jobs/apply/ (https://www.gameloft.com/corporate/en/jobs/apply/) Enjoy the show!

In this third episode of season 1, Thibaut welcomes Andrew Green, Sales Manager EMEA & APAC at Cobalt.io. Andrew has worked in B2B sales for more than 5 years. He has sold in UK and all over Europe and APAC, with a strong focus on tech sales and complex solutions. Andrew is now expanding the EMEA and APAC market for Cobalt.io, a pentest as a service platform. You will learn how Andy got into business and especially sales, how he successfully built the BDR team at Cobalt.io and what questions he likes to ask in interviews. You can find Andrew on LinkedIn here: https://www.linkedin.com/in/andrewgreenuk/ (https://www.linkedin.com/in/andrewgreenuk/) More about Cobalt.io here: https://cobalt.io/ (https://cobalt.io/) Cobalt.io is hiring, apply here: https://cobalt.io/life (https://cobalt.io/life) Enjoy the show!

In this second episode of season 1, Thibaut welcomes Dale Dupree, Founder of The Sales Rebellion. Dale has more than 13 years of experience selling copiers in Florida. He is known as The Copier Warrior and he has built an approach to cold outreach that really stands out from any other out there. In early 2019, he launched The Sales Rebellion, a sales training and coaching community, focused on taking on the status quo in sales. You will learn the origin story of Dale, as well as actionable tactics to get noticed by your prospects when outreaching. You can join the Sales Rebellion here: https://www.thesalesrebellion.com/join/ (https://www.thesalesrebellion.com/join/) You can find Dale on LinkedIn here: https://www.linkedin.com/in/copierwarrior/ (https://www.linkedin.com/in/copierwarrior/) Enjoy the show!

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

In this episode, Ara and Thibaut talk about their vision for the podcast and why they decided to start it. They also discuss about their backgrounds and what brought them to sales. If you want to subscribe to the newsletter and receive the show in your inbox when they release, go to www.b2bsalespodcast.com Enjoy the show!