Latest Sales engagement Podcast Episodes
Outbound Sales Playbook 53: Build Good Habits
Outbound Sales Playbook - January 28, 2022 12:30 - 29 minutes ★★★★★ - 2 ratingsMost 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 ge...
Outbound Sales Playbook 52: Take Me To Hawaii
Outbound Sales Playbook - January 21, 2022 12:30 - 25 minutes ★★★★★ - 2 ratingsMany 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...
Outbound Sales Playbook 51: New Year New Opportunities
Outbound Sales Playbook - January 14, 2022 12:30 - 21 minutes ★★★★★ - 2 ratingsTo 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 t...
FTF Fridays 50: Customer Over Product
Outbound Sales Playbook - December 24, 2021 12:30 - 19 minutes ★★★★★ - 2 ratingsYou 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 observat...
FTF Fridays 49: Cold Calling is Not Dead
Outbound Sales Playbook - December 17, 2021 12:30 - 19 minutes ★★★★★ - 2 ratingsNo 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 doo...
FTF Fridays 48: Research Research Research
Outbound Sales Playbook - December 10, 2021 12:30 - 19 minutes ★★★★★ - 2 ratingsWhen 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...
FTF Fridays 47: Videos Book Meetings
Outbound Sales Playbook - December 03, 2021 12:30 - 19 minutes ★★★★★ - 2 ratingsIf 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 u...
FTF Fridays 46: 86 Meetings in 31 Days
Outbound Sales Playbook - November 26, 2021 12:30 - 19 minutes ★★★★★ - 2 ratingsThere'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. ...
FTF Fridays 45: Trust-Building Conversations
Outbound Sales Playbook - November 19, 2021 12:30 - 19 minutes ★★★★★ - 2 ratingsB2B buyers are the most cautious buyers in the world. Why? Because their job is on the line every time they make a purchase decision. So it's no wonder you only have 7 seconds to build trust in a cold call. Chris Beall, CEO of ConnectAndSell, joined Jeff to discuss a straightforward framework you...
FTF Fridays 44: Lead the Witness
Outbound Sales Playbook - November 12, 2021 12:30 - 19 minutes ★★★★★ - 2 ratingsThere's an art to asking qualifying questions in a cold call that's significantly different than in discovery. Instead of rapid fire questioning that makes prospects uncomfortable (and hang up the phone), use Tidal's, Marc Mac's, approach of "leading the witness" to engage the buyer, ensure they'...
FTF Fridays 43: Do the Work
Outbound Sales Playbook - November 05, 2021 11:30 - 19 minutes ★★★★★ - 2 ratingsWith all the expert tips and high quality content out there, you might think you have to have the perfect pitch to book sales meetings. True, having something to say is vital but it's not about perfection. Mike Leader, Sales Trainer at Gehr Industries, joined Jeff Swan to talk about how doing the...
FTF Fridays 42: Building Your Brand
Outbound Sales Playbook - October 29, 2021 11:30 - 19 minutes ★★★★★ - 2 ratingsTime to settle something important. As an SDR or full-cycle sales rep, your personal brand is not about creating an inbound funnel. It's amplifying what you do so you can work smarter, not harder at hitting your numbers. This week, Jeff & Tom outline small things you can do to build your brand an...
FTF Fridays 41: Organic vs Scaled Outreach
Outbound Sales Playbook - October 22, 2021 11:30 - 19 minutes ★★★★★ - 2 ratingsPeople in outbound sales usually sit in one of two camps: personalize everything or personalize nothing and scale it all. So one side spends too much time on each prospect and misses their numbers while the other burns through leads lists in no time flat with little to show for it. In this episod...
FTF Fridays 40: AE Is the Grass Greener
Outbound Sales Playbook - October 15, 2021 11:30 - 19 minutes ★★★★★ - 2 ratingsFor most SDRs, the AE role is one to aspire to but also one that can be extremely disarming once you actually achieve it. This week, Tom & Jeff are joined by TikTok sales star who held several Account Executive roles in tech, Will Aitken, to chat about whether the grass is actually greener on the...
FTF Fridays 39: The FTF Challenge
Outbound Sales Playbook - October 08, 2021 11:30 - 19 minutes ★★★★★ - 2 ratingsWith only 6 weeks until Thanksgiving week, the pressure's on to close out the year strong by filling your funnel before the holidays. With this in mind, hosts Tom & Jeff are issuing a challenge to every SDR, AE, and Founder-Seller to join the #FTFChallenge and commit to at least 20 new contacts +...
FTF Fridays 38: SDR The Modern Recruiter
Outbound Sales Playbook - October 01, 2021 11:30 - 19 minutes ★★★★★ - 2 ratingsWouldn't SDRs make amazing recruiters? Not only do they spend their time (and have ridiculous skills) hunting for amazing opportunities but they're also really good at recognizing their own. With a treasure trove of data on SDRs and AEs' opinions on their current role, responsibilities, and compa...
FTF Fridays 37: Find Your Lane
Outbound Sales Playbook - September 24, 2021 11:30 - 19 minutes ★★★★★ - 2 ratingsIf you open a random exec's inbox or listen to the cold call voicemails they get regularly, you'll hear the same templates, tricks, opening liners, etc. or some very similar version of each several times. Frankly, your prospects are bored. That's why Tom & Jeff dedicated this episode to one extre...
FTF Fridays 36: Am I a Marketer?
Outbound Sales Playbook - September 17, 2021 11:30 - 19 minutes ★★★★★ - 2 ratingsThe tactics, strategies, and skillsets used by successful SDRs are starting to look dangerously close to marketing. Social selling rockstar, Evan Patterson, joins Tom & Jeff to discuss whether SDRs should sit in Sales or Marketing, how organizations can align sales, marketing, and sales developme...
FTF Fridays 35: Mental Cost of Sales
Outbound Sales Playbook - September 10, 2021 11:30 - 19 minutes ★★★★★ - 2 ratingsYou're probably noticing people going a little crazy all over the sales world with people calling each other out on LinkedIn, changing jobs frequently, and many more just silently dealing with stress in their own private ways. In response to this, Tom & Jeff decided to take a different path in th...
FTF Fridays 34: Elluminate Problems
Outbound Sales Playbook - September 03, 2021 11:30 - 19 minutes ★★★★★ - 2 ratingsFrom the wise words of Josh Braun, the best way to win a sale before it even starts is to illuminate your customers' problems. Taking it a step further, Tom & Jeff are joined with Angel Sandoval, host of the Sales Rehab podcast to share his acronym for S.A.L.E. and how he uses it to shed light on...
FTF Fridays 33: Mastering Objections
Outbound Sales Playbook - August 27, 2021 11:30 - 19 minutes ★★★★★ - 2 ratingsRejection is a HUGE part of the job of outbound sales. Even though most objections are a result of your prospect's fears and pet peeves than anything else, there are legitimate reasons for not being ready for new solutions right now. Tom & Jeff discuss the top 3 and give a quick 3-step formula fo...
FTF Fridays 32: Leveling Up with Metrics
Outbound Sales Playbook - August 20, 2021 13:50 - 19 minutes ★★★★★ - 2 ratingsMetrics can be the bane of your existence or the key driver to an extremely successful career in sales. The "right" ones can help you drive progress in the right areas and level up every day. The "wrong" ones can find you chasing actions that don't necessarily lead to the outcomes you want. This ...
FTF Fridays 31: Servant Leadership
Outbound Sales Playbook - August 13, 2021 07:00 - 19 minutes ★★★★★ - 2 ratingsBeing a servant leader is all the rage these days but what does it actually mean? Can anyone be one? Do you need to have a title? Tom & Jeff share their thoughts on all the above in this episode of #FTFFridays and even give a real-world example of what to do (and NOT to do) when leading through s...
FTF Fridays 30: Moving Upmarket
Outbound Sales Playbook - August 06, 2021 11:30 - 19 minutes ★★★★★ - 2 ratingsProspecting into Enterprise organizations is a unique challenge and those who are trying to move into a higher market typically have challenges even getting conversations, let alone booking meetings. That's why Tom & Jeff asked Josh Roth, Sr Director Inside Sales at Lob, to stop by and share his ...
FTF Fridays 29: Asking Permission
Outbound Sales Playbook - July 30, 2021 11:30 - 19 minutes ★★★★★ - 2 ratingsThere's a great debate out there around whether you should ask permission for the call in a cold call. According to a recent LinkedIn poll by our very own, Tom Slocum, it's an even split between "Absolutely" and "Nope, just get on with it". In this episode, Tom & Jeff discuss the pros and cons of...
FTF Fridays 28: Non Verbal in a Virtual World
Outbound Sales Playbook - July 23, 2021 11:30 - 19 minutes ★★★★★ - 2 ratingsEven as some companies are trying to get everybody back in the office, working from home and virtual selling is here to stay. So how do you replicate the same gigantic presence you have in-person from behind a screen or phone? Hunter Collins, Sales Manager of DronePros and SDR at enCompass, joins...
FTF Fridays 27: The Handoff
Outbound Sales Playbook - July 16, 2021 11:30 - 19 minutes ★★★★★ - 2 ratingsThe SDR-AE relationship is known to have its up and downs on many B2B sales teams but it doesn't have to be. AEs complaining that the leads are weak or BDRs mad that their leads are not getting the care they should. Join Tom & Jeff to learn how you can take charge and start developing a strong SD...
FTF Fridays 26: Go Engine Go
Outbound Sales Playbook - July 09, 2021 11:30 - 19 minutes ★★★★★ - 2 ratingsBuilding a top-performing outbound engine is not easy - especially when there are so many tools, resources, and experts out there making it tough to know where to even start. Join Tom & Jeff on this week's #FTFFridays as they outline the 3 things you should focus on FIRST before even building you...
FTF Fridays 25: Don't Be an Idiot
Outbound Sales Playbook - July 02, 2021 11:30 - 19 minutes ★★★★★ - 2 ratingsNow that summer is here and the kids are out of school the need to be more aggressive and creative in your prospecting efforts is high as it's going to be this year. Some tactics are better than others and you may find yourself annoying the #$@% out of your prospect if you use the wrong one. Join...
FTF Fridays 24: Social Selling for Big Deals
Outbound Sales Playbook - June 25, 2021 11:30 - 19 minutes ★★★★★ - 2 ratingsSocial selling is a hot topic right now especially as connect rates and email reply rates are tanking. But how exactly do you "Social Sell"? Jeff & Tom asked marketing nerd and host of the B2B Mentors Podcast Connor Dube to stop by and share how he generates high-quality enterprise leads from soc...
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