Episodes

  • Outbound Sales Playbook 53: Build Good Habits

    Outbound Sales Playbook 53: Build Good Habits
    Jan 28 2022
    Most sales teams throw their SDRs into the mix as quick as possible with a "Sink or Swim" mentality, assuming the good ones will rise to the top and the rest will quit. This week's guest, Ryan Woodard, takes a different approach centered around building good prospecting habits before SDRs even get a quota above 0! Find out how this fosters a great attitude, mindset, and why the results are starting to flow on his new team.
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    29 mins
  • Outbound Sales Playbook 52: Take Me To Hawaii

    Outbound Sales Playbook 52: Take Me To Hawaii
    Jan 21 2022
    Many sellers make the mistake of focusing on features and benefits in sales conversations but it's now falling on deaf ears. This week's guest, Shai Haddad - VP of Growth at Amilia, shared his secret for uncovering "How" they've attempted to solve their challenges and "Why" they feel they haven't been solved yet. Just a hint: it starts with the phrase, "Take me to Hawaii."
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    25 mins
  • Outbound Sales Playbook 51: New Year New Opportunities

    Outbound Sales Playbook 51: New Year New Opportunities
    Jan 14 2022
    To kick off our first episode of 2022, Jeff is joined by the amazing Katie Ray to chat about what went down in prospecting last year and what they predict are going to be the top 3 trends this year. You may notice some changes from last year's episodes, slightly longer and with a brand new name that we feel just suits the show better. As always, enjoy and happy hunting!
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    22 mins
  • FTF Fridays 50: Customer Over Product

    FTF Fridays 50: Customer Over Product
    Dec 24 2021
    You certainly can be successful as an SDR with extensive product knowledge but it's not table stakes. Instead, the sellers that focus on understanding the buyer, the problems they're facing, and what makes them tick outperform solution-focused sellers any day of the week. This is the top observation from video prospecting guru + Vidyard VP Marketing, Tyler Lessard among others in this week's episode.
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    19 mins
  • FTF Fridays 49: Cold Calling is Not Dead

    FTF Fridays 49: Cold Calling is Not Dead
    Dec 17 2021
    No matter how many times someone calls a tactic or strategy dead, it's nearly always because of fear. Fear of not knowing how to do it well, fear of rejection, or just plain fear of picking up the phone. Kevin Hopp joined Jeff this week to share how to tackle your fears, check your ego at the door and hit the phones to fill your funnel.
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    19 mins
  • FTF Fridays 48: Research Research Research

    FTF Fridays 48: Research Research Research
    Dec 10 2021
    When people think of pre-call research, they automatically think of looking online or in a database tool to gather insights on their buyers before they reach out. Normally, this is 100% correct but this week's guest, Asthon Lobo, has a unique way of preparing for that crucial first call with your buyer and was nice enough to share with Jeff and all of you exactly how he does it. Enjoy and happy hunting!
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    19 mins
  • FTF Fridays 47: Videos Book Meetings

    FTF Fridays 47: Videos Book Meetings
    Dec 3 2021
    If you've ever wondered whether you should send a video to a cold prospect, the answer is YES! This week, Jeff is joined by Collin Mitchell of salestransformation.fm as he shares how his team books 40 meetings a month per rep through video prospecting on LinkedIn. Listen as Collin shares how he used A/B testing to double his booked meeting conversions with one simple and straightforward change that could settle a HUGE debate on LinkedIn prospecting. Enjoy and happy hunting!
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    19 mins
  • FTF Fridays 46: 86 Meetings in 31 Days

    FTF Fridays 46: 86 Meetings in 31 Days
    Nov 26 2021
    There's something superhuman in the way this week's guest tackles sales development. In his first month in B2B sales, coming over from Las Vegas hospitality industry, Elliott Garcia booked 72 meetings and catapulted himself to the top of a best-of-the-best sales competition called Summer League. Learn his key secret behind a ridiculous amount of meetings and how he had to re-invent how he sells moving from finance to sales technology as one of the newest members of Outplay Sales Engagement Platform.
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    19 mins