Full Funnel - B2B Sales News and Tips: Recent Episodes
Sales Feed
Fast-paced B2B sales industry news and hot topics! From popular selling trends to the latest mergers and acquisitions, RajNATION (Startup Hypeman) and Tyler Lessard (Vidyard / Sales Feed) debate and discuss 3 hot sales topics each week in under 10 minutes.
This week, Raj and Tyler pull up a cold email from Raj's inbox, and walk through what works (and what doesn't work). Get actionable tips on how to personalize your cold emails, and learn why it's okay to break the rules sometimes!
Inside the episode:
- How to be specific and create familiarity with your cold email
- How to tie the body of your cold email in with your intro (read: don't bait and switch!)
- Why qualitative ROI trumps quantitative ROI
Skip through the funnel:
0:00 Intro
0:41 Top Funnel - The first line
3:02 Middle Funnel - The body of the email
5:04 Bottom Funnel - Proof points
7:03 The Close
Join Raj and Tyler for a special "Sales AMA" edition of Full Funnel.
Inside the episode:
- 3 things you want to be doing when nurturing an existing lead through to an opportunity
- Clever ways to get passed any gatekeeper
- How to stay motivated in sales when it feels like you're selling the same thing year after year...
All this, and more, in under 10 minutes!
Skip through the funnel:
0:00 Intro
0:36 Top Funnel
2:57 Mid Funnel
5:12 Bottom Funnel
7:40 The Close
This week on Full Funnel, Raj and Tyler are talking about the art of video prospecting. Get insider tips on how to get your prospects to watch your video messages, featuring real examples submitted by our listeners.
Inside the episode:
- How to make your video messages irresistible
- Why it’s important to set context around your video/thumbnail image
- How to build curiosity with your subject line, so that your email actually gets opened and your video gets watched
…and this, and more, in under 10 minutes!
Skip through the funnel:
0:00 Intro
0:48 Top Funnel - Context and curiosity matters
2:49 Middle Funnel - Subject line and screensharing
5:03 Bottom Funnel - Make the visual about them, not you
8:36 The Close
It's Mental Health Awareness Week, and we're talking about how to take care of your mental health as a seller.
Inside the episode:
- How to process and learn from rejection
- Why having a set end time to your work day is key to protecting your headspace
- Why it's important to get support from others in the sales community
Resources:
Headspace Tech Talk review: https://youtu.be/7MZd6IGARzg
Skip through the funnel:
0:00 Intro
0:48 Top Funnel - Dealing with rejection
2:16 Mid Funnel - Taking care of your health
4:28 Bottom Funnel - Getting support
5:51 The Close
It's cold email tear down time! This week, Raj and Tyler dig into what makes a good vs. bad cold email, and share 6 tips on how to write cold emails that'll put numbers on the board.
Skip through the funnel:
0:00 Intro
1:05 Top funnel
2:41 Mid funnel
4:00 Bottom funnel
6:32 The Close
This week, Raj and Tyler dive into behaviour based prospecting.
Inside the episode:
- How to avoid pitch-slapping your prospects on LinkedIn, and instead, use the platform to create conversations and generate more leads
- How to successfully convert warm leads from your Marketing team into meetings
- Creative follow-up strategies you'll want to steal now
Resources:Sales Hacker's "7 creative plays to resurrect a deal without 'just checking in'"
https://www.saleshacker.com/instead-of-just-checking-in/ Skip through the funnel:
0:00 Intro
0:52 Top Funnel - Sliding into DMs
3:38 Mid Funnel - Content piggybacking
6:06 Bottom Funnel - Follow up strategies
7:59 The Close
ABOUT SALES FEED
Sales Feed is a media network for a new generation of sellers.
We know that sales is highly competitive, mentally exhausting, and what works today may not work tomorrow. We’re here to help you stay sane and get ahead with fresh perspectives, timely insights, and comic relief.
Our mission, each and every day is to offer actionable resources on how to get ahead in B2B sales - with some fun and humor brought along for the ride. We share ideas, stories, news, and entertainment to help you lead a better life in sales.
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This week, Raj and Tyler share career advice for salespeople you haven't heard anywhere else.
Inside the episode:
- Tips for staying motivated in your job during tough times
- How to fast track your way to a promotion
- Ways to get your ideas heard by execs and the c-suite
Skip through the funnel:
0:00 Intro
0:55 Top Funnel: Staying motivated
2:59 Mid Funnel: Getting promoted
6:11 Bottom Funnel: Getting your voice heard
8:38 The Close
Get our free PEP (promotion engagement plan) template here! https://bit.ly/3uhMsoU
This week, Raj and Tyler are calling out the April Sales Fools!
Inside the episode:
- The infamous "break up" email. Should it be part of your sales sequence, or not?
- What to do when a prospect says, "we'll get back to you"
- How to get your prospect to sign the dang contract
Skip through the funnel:
0:00 Intro
0:55 TOFU - The break up email
3:23 MOFU - "We'll get back to you"
5:30 BOFU - Signature Hunting
7:54 The Close
Todd Caponi, best-selling author of The Transparency Sale and President of Sales Melon, and Samantha McKenna, renowned sales expert and founder of #samsales, join Raj and Tyler for a special roundtable edition on how to build trust and transparency with prospects.
Inside the episode:
- How to prospect without looking like an a-hole
- How to speak and talk to your buyer on a sales call
- How to use transparency in messaging to manage your deal flow
- How to win end of quarter deals without giving away discounts
When it comes to proposals, there's a lot you should be thinking about.
This week, Tyler and Raj take you on a ride through the world of Sales Proposals - What to do, what NOT to do, and even exactly HOW to do it.
Inside the episode:
- How to format a killer sales proposal (and what you'll need to include)
- Do video proposals work, and should I use them? (Spoiler alert: Yes!)
- What you should be thinking about when it comes to presenting your proposal
Are you actually running your discovery calls? Or just showing up and hoping for the best?
In this episode, get ready to travel uncharted waters with Raj and Tyler as they tackle how to run the perfect sales discovery call.
Inside the episode:
- How to structure the call to make sure you're not wasting your prospect's time
- What questions to ask to uncover your prospect's problems
- How to understand your prospect's buying process
Having a strong LinkedIn presence can reap rewards for B2B sellers. So why do so many sellers still have plain old boring profiles?!
Raj and Tyler share their best advice on how to use LinkedIn, the right way.
Inside the episode:
- How to optimize your LinkedIn profile (hint: have a strong headline and understand your audience!)
- How to create content for your LInkedIn community
- How to generate leads on LinkedIn
Skip through the funnel:
0:00 Intro
0:50 Top funnel - LinkedIn Profile Optimization
3:32 Mid funnel - LinkedIn Content Creation
5:44 Bottom funnel - LinkedIn Lead Generation
8:00 The close
Raj and Tyler share three takeaways for sales people from this year's Super Bowl.
Inside the episode:
- How to be the most interesting person in your prospect's inbox
- How to use a team approach to selling
- How to change the perception of sales people
Skip through the funnel:
0:00 Intro
0:51 Top funnel - Stand out like Coinbase
3:08 Middle funnel - Bring your crew with you
5:34 Bottom funnel - Change the perception of sales
8:04 The close
On this episode of Full Funnel, Raj hosts a special edition round table on how to land your dream job in sales with some heavy hitting experts dishing out all the best advice.
Inside the episode:- How to read between the lines of a job description
- What red flags to look for when you're job hunting
- The perfect questions to ask in an interview
Featuring guests:- Amy Volas, CEO of Avenue Talent Partners, Co-Founder of Thursday Night Sales, and Host of the Tales from the Field podcast
- Alexine Mudawar, Strategic Account Executive at Alyce and Co-Founder of the Women in Sales Club.
- Tyler Lessard, VP of Marketing at Vidyard, and Chief Feeder at Sales Feed
Get Amy's scorecard here.
Sales and marketing shouldn't just be aligned, they should be in a strong, healthy, loving marriage. That's when the real magic happens! 💍
On this episode of Full Funnel, we're taking marketing and sales to couples therapy. Get 9 tips on how to open the lines of communication and build a great relationship with your marketing team.
Time is money, so don't waste it!!
On this week's Full Funnel, Raj and Tyler share some of their best time-management strategies and productivity hacks.
Inside the episode:
- How to structure your calendar, the right way
- How to fight distractions, along with tools and techniques you can use to stay on track
- How to not be on-call for your customers, and make sure you're protecting your time (and your mental health!)
With Vidyard's annual Video in Business Awards just around the corner, this week Raj and Tyler go ALL IN on video.
Inside the episode:
- How to use problem-framing to make your prospecting videos stand out
- How to use video to visually show how you can help a prospect
- How to personalize your videos and book more meetings
PLUS, real-life examples from sellers who are killing it at video that you can steal!
It's a new year, sellers! How do you make sure you're booking up your pipeline in January, so you're not playing catch-up in February?
Raj and Tyler share some hot prospecting tips you can implement NOW, along with their favourite resources and advice on how to stay up on industry trends so you can be successful this year.
Inside the episode:
- How to use video when prospecting to help cut through the noise
- How to earn your prospect's trust and respect by keeping on top of industry trends
- Some of our favourite sales resources for 2022
Should you send prospecting emails on a holiday?
What does your sales team need to be doing in 2022 to hit quota?
How should you handle a pushy CEO who tells you to get the heck out of their inbox?!
Raj and Tyler answer all of these questions and more in this special new year’s edition of Full Funnel!
Inside the episode:
- Raj put his “prospecting on a holiday” email to the test and shares his results
- Tyler shares some great tips on how to train and motivate your reps this year so that they can hit (or exceed!) quota
- PLUS, the dynamic duo battle it out over how to deal with a pushy CEO (to clap back or not to clap back?!)
Uh oh! Will Aitken went rogue and took over Full Funnel this week while Tyler and Raj were out...
Inside the episode, Will shares his sales predictions for 2022, tips on how to handle in-person meetings when you're feeling a bit rusty ("wait, you mean I have to wear pants?!"), and how to set yourself up for success in these last two weeks of the year.
"Help! I'm tired of answering the same questions over and over again."
"Help!! My prospect said they need to "think about it"."
"Help!!! My SE is blowing up my deal!"
In this episode of Full Funnel, Raj and Tyler share how to create an FAQ video to address common questions from prospects, what to do when a prospect says, "we need to think about it," and how to prep your product team in advance of a technical call so that they can actually help your deal, not hurt it.
In this episode of Full Funnel, Raj and Tyler share their thoughts on how to respond to a skeptical prospect—from what makes a good customer story, to why you should never, ever, ever talk badly about your competition, to how to respond when a prospect tells you, “we like you, but we’ve never spent this much money before”.
Should you include calendar links in your cold outreach? What about sending a cold email on Thanksgiving? Raj and Tyler debate, while Will Aitken gives his top tips for giving great demos after Reprise received $62 million in funding.
All this and a side of mashed potatoes on this week’s episode of Full Funnel.
Full Funnel Resources:
TOFU:
https://mesg.ai/blog/dont-ask-for-a-meeting-in-your-first-sales-outreach
MOFU:
https://venturebeat.com/2021/11/09/product-demo-and-analytics-platform-reprise-raises-62m/
BOFU https://www.linkedin.com/pulse/avoid-selling-dead-zones-youll-win-big-holiday-season-devin-reed/
How to stop your prospects from ghosting and gouging you for discounts!
Plus will sales tech tools replace sellers?
We've got a special non-human guest on the Full Funnel Halloween edition!
Full Funnel Resources:
How to avoid getting ghosted: https://www.linkedin.com/pulse/how-av...
Watch 2021: A Sales Odyssey: https://youtu.be/H1_sImp8foY
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This week on Full Funnel: sales reps' red flags, how to use content efficiently in the sales cycle, and using sales tech to strengthen relationships.
Tune in every Friday to get the latest sales news and hot takes from RajNATION and Tyler Lessard.
Resources from the episode:
"Examples of Open Ended Sales Questions" from Sales Hacker: https://www.saleshacker.com/open-ende...
"Huge Year Ahead for B2B Content Marketing" from the LinkedIn Marketing Blog: https://www.linkedin.com/business/mar...
"Tech Powered Sales" by Justin Michael and Tony Hughes https://www.amazon.ca/Technology-Quot...
Sign up for our newsletter and sell better: salesfeedmedia.com
MORE OF SALES FEED
▶️ LinkedIn https://www.linkedin.com/company/sale...
▶️ Instagram https://www.instagram.com/sales_feed/
▶️ Tiktok https://www.tiktok.com/@salesfeed
Why you need time off to sell better, how to shorten your prospecting emails to get attract more responses, AND how to move through the approval process faster.
Get ready for another fast and furious Full Funnel with RajNATION (Startup Hypeman) and Tyler Lessard (Sales Feed / Vidyard).
Full Funnel Resources:
Building a Culture that Champions Mental Health: https://www.blueboard.com/blog/buildi...
Tech Talks - Lavender email writing walkthrough: https://www.youtube.com/watch?v=AV5wr...
Sign up for our newsletter and sell better: salesfeedmedia.com
MORE OF SALES FEED
▶️ LinkedIn https://www.linkedin.com/company/sale...
▶️ Instagram https://www.instagram.com/sales_feed/
▶️ Tiktok https://www.tiktok.com/@salesfeed
Raj and Tyler share how they prepare for sales meetings (physically and mentally), how to set a boundary between work and home as a remote seller, and where to draw the line between authentic sharing and over-sharing when building your personal brand as a seller on social media.
Fast Forward through the Funnel:
00:41 TOFU - Mental preparation for sales calls
02:32 MOFU - Can authenticity online Go too far?
06:02 BOFU - Set work-life boundaries
07:46 THE CLOSE
Full Funnel Resources:
TOFU: 10 Ways to Prepare for your Next Sales Call from Sales Gravy
MOFU: Put the People back into Sales: https://youtube.com/playlist?list=PLxruGlWI29lcnezo97yKAW4m-40Bp_rrv
BOFU: How to Set Strong Work-Life Boundaries as a Remote Worker Trello, Blog post
This week is all about virtual selling, Salesforce+, and this new media network called "Sales Feed" on the first ever episode of Full Funnel.
RajNATION (Startup Hypeman) and Tyler Lessard (Sales Feed/Vidyard) dive into 3 topics every week to fill your funnel with the latest in sales news and hot topics.
For more sellertaining content like Full Funnel, subscribe to the Sales Feed newsletter at www.salesfeedmedia.com