Latest Sales engagement Podcast Episodes
FTF Fridays 23: Referrals Please
Outbound Sales Playbook - June 18, 2021 11:30 - 19 minutes ★★★★★ - 2 ratingsWay back before technology could save you time and stress of monotonous tasks, sales trainers had one cheat code for generating high-quality sales leads easily. Somehow we forgot this tactic. Join Tom & Jeff as they discuss ways to fill your funnel with good old fashion sales referrals.
FTF Fridays 22: Dog Days of Summer
Outbound Sales Playbook - June 11, 2021 11:30 - 19 minutes ★★★★★ - 2 ratingsSummer is around the corner and while you may be thinking it's time to let of the gas - it's not. Join Jeff & Tom as they talk about what makes prospecting in the summer so hard and learn 4 practical tips to make sure you fill your funnel anyway.
FTF Fridays 21: Cancel Hustle Culture
Outbound Sales Playbook - June 04, 2021 11:30 - 19 minutes ★★★★★ - 2 ratingsHustle culture is starting to get some flack from critics because it rewards overworking and shames those who don't. But "hustling" is so effective when used properly and it doesn't have to be a bad thing. Join Tom & Jeff as they discuss the pros and cons of hustle culture and how you can leverag...
FTF Fridays 20: Future of Sales Development
Outbound Sales Playbook - May 28, 2021 11:30 - 19 minutes ★★★★★ - 2 ratingsWhat does the future of Sales Development look like? David Dulaney, the owner of Tenbound and author of The Sales Development Framework, joins FTF to answer this tough question and discuss not-so-ready for prime time AI, the frustration of LinkedIn automation, and putting the "human" back in sales.
FTF Fridays 19: Cold Call Facelift
Outbound Sales Playbook - May 21, 2021 11:30 - 19 minutes ★★★★★ - 2 ratingsIt's time to call it. Cold calling is dead. Not the practice of picking up the phone and calling someone to strike up a sales conversation, but the concept around doing it "Cold". Join Tom & Jeff as they discuss why the term "Cold Calling" should be put to rest and the 3 simple steps you can take...
FTF Fridays 18: Create Your Own Luck
Outbound Sales Playbook - May 14, 2021 11:30 - 19 minutes ★★★★★ - 2 ratingsSome people just seem lucky. They get the best leads, the biggest opportunities, and the easiest customers to deal with, leaving others wondering what they do to get so "lucky". Join Jeff & Tom as they outline 5 things you can do to create your own luck on this week's episode of FTF Fridays.
FTF Fridays 17: Botching the Call
Outbound Sales Playbook - May 07, 2021 11:30 - 19 minutes ★★★★★ - 2 ratingsEveryone has that embarrassing moment of botching a cold call. You call your prospect, they say something entirely unexpected, and you freeze. Join Jeff & Tom as they outline 3 ways to overcome a botched cold call no matter how embarrassed you are in this week's episode of Fill the Funnel.
FTF Fridays 16: Triggering Your Buyer
Outbound Sales Playbook - April 30, 2021 11:30 - 19 minutes ★★★★★ - 2 ratingsHumor in sales will get you the attention of your buyer. If you really want to influence your buyer, well-written jokes can both establish your domain expertise AND capture attention. Tom & Jeff are joined today with Jon Selig, founder of Comedy Writing for Sales Teams, as they talk about how to ...
FTF Fridays 15: Who You Targeting?
Outbound Sales Playbook - April 23, 2021 11:30 - 19 minutes ★★★★★ - 2 ratingsNo matter how awesome your product is or even your messaging, sequences, and overall sales process, if you are targeting the wrong person or people, you're not going to hit quota. Join Jeff & Tom as they discuss the difference between "ICP" & "TCP", navigating the "Buying Center" at target accoun...
FTF Fridays 14: To Text or Not to Text
Outbound Sales Playbook - April 16, 2021 11:30 - 19 minutes ★★★★★ - 2 ratingsTexting for outbound sales is not that common, but should it be?After last week's episode on How to Multi-Channel Hustle, many of you were asking how exactly to use texting at the top of the funnel, so it just made sense to give it an entire episode. Join Jeff & Tom as they outline the regional d...
FTF Fridays 13: How to Multi-Channel Hustle
Outbound Sales Playbook - April 09, 2021 11:30 - 19 minutes ★★★★★ - 2 ratingsIf you're like most of us, you have a favorite prospecting channel, like email, phone calls, LinkedIn, or something else. But did you know that adding at least 1 more channel to your outreach can increase your success by as much as 2.5x? Join Jeff & Tom as they outline the types of channels avail...
FTF Fridays 12: Heart of a Champion
Outbound Sales Playbook - April 02, 2021 11:30 - 19 minutes ★★★★★ - 2 ratingsWhat does it mean to be a champion? It's not just about grit, determination, and superhuman skills. Those things help, but it's really about your "Why". Knowing what drives you, trying new things, and celebrating your wins with the people you care about is what makes the difference between compet...
FTF Fridays 11: End of Quarter Push
Outbound Sales Playbook - March 26, 2021 11:30 - 19 minutes ★★★★★ - 2 ratingsLess than a week away till the end of Q1 2021 (for most people) and everyone's stepping up their game to make a strong end of quarter push. Join Tom & Jeff as they outline 5 not-so-secret methods for hitting your numbers by the end of the month + quarter, whether you're closing deals or booking m...
FTF Fridays 10: Earn the Weekend
Outbound Sales Playbook - March 19, 2021 11:30 - 19 minutes ★★★★★ - 2 ratingsThere's no rule that says human beings deserve 2 days off every single week. When you're in sales, you need to fight to "Earn the Weekend" by working every single hour, every day, all 5 days of the week. Join Jeff & Tom as they outline why having an "Earn the Weekend" mindset gives you peace of m...
FTF Fridays 9: The Madness of Gamification
Outbound Sales Playbook - March 12, 2021 12:30 - 19 minutes ★★★★★ - 2 ratingsGamifying sales makes friendly competition even more exhilarating. It creates bonds through a shared purpose, provides much-needed support during tough times, and shines a spotlight on how close or far your are from achieving ninja level. Join Tom & Jeff as they celebrate the launch of RevLeague ...
FTF Fridays 8: 5-Minute Limit
Outbound Sales Playbook - March 05, 2021 12:30 - 19 minutes ★★★★★ - 2 ratingsOne of the most frustrating things about prospecting is spending time and energy into a high-value prospect and getting zilch from your effort...but it happens. So if you're spending more than 5 minutes per prospect in your pre-call research, you're going to have a hard time hitting your numbers!...
FTF Fridays 7: Don't Ghost Me
Outbound Sales Playbook - February 26, 2021 12:30 - 19 minutes ★★★★★ - 2 ratingsGetting "ghosted" in sales sucks. You put in a TON of effort getting a response, then making a connection, booking a meeting, and preparing for the next call. Then nothing. No "I'll be late" or "Sorry, I (insert excuse here)". Just nothing. Join Jeff & Tom as they outline why people ghost and wha...
FTF Fridays 6: Put the FUN in Fill the FUNnel
Outbound Sales Playbook - February 19, 2021 12:30 - 19 minutes ★★★★★ - 2 ratingsProspecting can be boring and repetitive, especially when you're at home by yourself instead of a fun and exciting office. But it doesn't have to be. Join Jeff & Tom as they walk you through 5 practical tips you can apply today to put the FUN in filling your FUNnel!
FTF Fridays 5: Prospecting Paralysis
Outbound Sales Playbook - February 12, 2021 12:30 - 19 minutes ★★★★★ - 2 ratingsFace it. Most people don't want to come across as "Salesy" and will do whatever they can to avoid picking up the phone or sending that cold prospecting email. Join Jeff & Tom as they uncover why people hold themselves back from prospecting and what you can do to shake off rejection and get to wor...
FTF Fridays 4: Kick-Ass Cold Openers
Outbound Sales Playbook - February 05, 2021 12:30 - 19 minutes ★★★★★ - 2 ratingsThe most important part of your cold call, email, or social outreach is the opener - the first line that earns you the right to say your pitch. Join Jeff & Tom as they unpack the psychology around great cold openers, some sample messaging + formulas you can use to create a kick-ass opener, and ho...
FTF Fridays 3: Think Like Your Prospect
Outbound Sales Playbook - January 29, 2021 12:30 - 19 minutes ★★★★★ - 2 ratingsWhen you're hyper-focused on hitting your number, it's easy to forget that the person on the other end of your cold call, email, or social message is a real person. So we plan our outreach looking inward and create messaging that's all about us. But this approach is no longer working. Join Jeff &...
FTF Fridays 2: Your Metrics are so Vain
Outbound Sales Playbook - January 22, 2021 12:30 - 19 minutes ★★★★★ - 2 ratingsAs part of a B2B revenue team, metrics are core to your survival. But not all metrics are created equal. The "right" metrics can help you make great decisions that can make a huge, positive impact on your business. Focusing on the "wrong" ones, however, can steal your focus at best or cost you re...
FTF Fridays 1: Winning the War for Attention
Outbound Sales Playbook - January 15, 2021 12:30 - 19 minutes ★★★★★ - 2 ratingsEarning your prospect's attention is getting harder and harder in an increasingly crowded marketplace. Join Jeff & Tom in the inaugural episode of FTF Fridays as they outline proven tactics for standing out among the crowd and filling your funnel through creativity, personalization, and putting i...
FTF Fridays 0: IT'S TIME...to Start the Show
Outbound Sales Playbook - January 08, 2021 12:30 - 19 minutes ★★★★★ - 2 ratingsKicking off the brand spanking new podcast for SDRs, Sales Reps, and anyone else who sells to put food on the table is a little intro as to the "WHY" behind this exciting show. Every week, Jeff Swan & Tom Slocum give their time to help outbound sales rockstars level up their game as co-heads of R...
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