Outbound Sales No Fluff - The Podcast (Ryan Reisert)

We will play a bit of the numbers game today in this latest Outbound Sales No Fluff episode.

Ryan goes old-school whiteboard demonstration today as he talks about the important metrics to note in the Math of Sales and the conversion rates you need to watch out for. Join Ryan and learn more about why you shouldn’t be simply following benchmarks and averages when cold calling.

Episode Highlights:

• A hint of a slick new tool
• The four metrics in the Math of Sales
• The three conversion rates
• Sample computation of conversions
• An average rep doesn't meet the quota
• Reverse engineering the data

Quotes:

Do more than just benchmarks:

“If you are following benchmarks and averages, and that's where you're at is average, you need to do more.”

The 4 metrics to keep an eye on:

“There are only really four things that I should be looking at the number of activities dials that I'm making, how many connected conversations, this is where the money's made. How many connects lead to scheduled meetings, they say they want to meet with me, and how many of those show if we're getting to hold? These are the four metrics that matter.”

The 3 conversions to always check:

“On these metrics, there are three conversion rates, my connect rate, how many dials does it take to connect with somebody? My scheduled rate when I connect with somebody, what percentage of those say they'll take a meeting? And my show rate when they say they're going to meet? Do they actually show up?”

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

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Justin “Cold Calling Cowboy” Middleton and Powerhouse Petar join Ryan in this cold calling session of PRL.

The 3 take turns in doing cold calls and end up with undesirable results, then discuss their learnings with the activated lead approach, and even played back “The Worst Cold Call Ever”.

Episode Highlights:

• Ryan’s cold call
• Petar got hung up
• The worst cold call replay
• Discussions and comments

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell! 

The Sandler boys, Dan, Jake, and James are back for another round of live cold calls.

While Ryan is away, the Sandler trio gets into action and tries to book meetings with James’ challenge of finding customer pain points. After a bunch of answering machines and a hang-up, Jake finally got his time to shine by nailing a schedule.

Episode Highlights:

• A bunch of answering machines
• A gatekeeper hangs up
• Jake nailing a schedule

The Sandler Training Team:

Dan “The Warrior” Bigelow: https://www.linkedin.com/in/dan-bigelow-80a43348/

Jake “The Alba Pause” Alba: https://www.linkedin.com/in/jake-alba-b9b54a40/

James McAllister: https://www.linkedin.com/in/jtmcallister/

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell! 

We're all smiles and laughs for this Thursday episode here at Outbound Sales No Fluff.

Our man Josh Braun is on the line to invite the prospect for his event along with the usual offer of craft beer. Turns out, the prospect can't drink beer and he's not responsible for SDRs at their company. Josh immediately apologizes but the prospect was entertained by the whole interaction and even told Josh to reach out in the future!

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

 

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

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Welcome to another week with Outbound Sales No Fluff!

Let’s kick off the week with a cold-calling discussion with Ryan as he discusses line types and how they relate and impact connect rates. Justin will be jumping in too to discuss this more in this Monday edition of Outbound Sales No Fluff.

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell! 

The cowboy is on for a ride in this episode of Outbound Sales No Fluff.

Justin is in a conversation with Natasha, and in this call, he finds out that Nat’s company is already using systems that would render his call irrelevant. Justin will, later on, discuss why he had to let go of the prospect.

 

Connect with Justin and learn more about his work:
https://www.linkedin.com/in/justin-middleton-a3b818199/

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell! 

Sometimes the best way to go is to let go. 

In this episode of Outbound Sales No Fluff, Ryan connects to a guy named David in a bad time. As Ryan found that there are two sick kids, he lets go of David and promised to call back at another time. Learn more about how a graceful exit could be beneficial by watching this edition of Outbound Sales No Fluff.

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell!

Chapter 5 - If cold calling is dead, I quit

From "Outbound Sales No Fluff: Written by Two Millennials That Have Actually Sold Something This Decade" by Ryan Reisert & Rex Bibertson.

To order a physical copy, download on your Kindle or download the Audiobook, go here! --> https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

It’s another cold call review for our cowboy, Justin. In this episode of Outbound Sales No Fluff, Justin gets connected to Zack.

Zack explains that his company has a particular niche that they are calling which he thinks the PRLs are not needed. Justin explains how PRLs process their data and highlights the efficiency they can gain over it. Zack asks Justin to send an email to explain it.

Episode Highlights:

• Zack inquires what Justin calls for
• Justin probes to lead into discussing PRLs
• Zack explains their company's niche
• Justin explains PRLs
• Zack requested for email for details

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell!

Welcome to another Tuesday edition of Outbound Sales No Fluff. 

In this episode, we feature the one and only Josh Braun, who once again easily books a meeting with the power of his LinkedIn brand. Josh connects to another fan who immediately takes the opportunity to talk about their bikes and excitedly said yes to his invitation.

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell!

It’s not every day that you get a cold call from a company’s CRO, but today is quite special for Joe, as Salescast CRO Collin Mitchell booked him for an educational call. Collin flexed why he is the top sales guy in Salescast by properly setting expectations and educating Joe like a pro.

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell! 

It's a Friday and the Racer is ridin' with the Sandler boys.

Ryan, Jake, Dan, and James reflect on their session and talk about having convictions when going into calls. From building a list to targeting prospects you feel more comfortable with, you can have more meaningful conversations when your conviction comes through. 

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

 

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell!

It’s another week and there’s nothing better than to start it right with another episode of Outbound Sales No fluff.

In this episode, Ryan explains the concept of an activated lead, where he discusses the relationship between funnels, channels, buckets, and PRLs.

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell!

From the Audiobook version of "Outbound Sales No Fluff: Written by Two Millennials That Have Actually Sold Something This Decade" by Ryan Reisert & Rex Bibertson.

To order a physical copy, download on your Kindle or download the Audiobook, go here! --> https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

It’s another exciting episode and today's edition of Outbound Sales No Fluff is a cold call review with Ryan Reisert of Reisert Consulting.

Ryan calls a solar company guy named Austin, where he attempts to set an introductory call for a platform called Phone Burner. Ryan gives a brief introduction of what Phone Burner is, what it does, and even name-dropped an existing client as a reference. So tune in to this episode and you may pick up a trick or two.

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell!

Are you having trouble with your conversion rate? Do you think there’s something you could’ve done more? Do you think you made enough calls to convert out of?

These are the questions that Ryan will be answering in this latest episode of Outbound Sales No Fluff. Ryan will be giving us a big dose of math for sales, where he explains why conversions start AT the conversATion.

Episode Highlights:

• Did the influx of technology help?
• The tools that were supposed to help you
• How much does the most optimal individual do?
• The metrics you need to know
• Some math of sales for you

Quotes:

Ryan wants to talk about the marketing funnel:

“I'm not exactly sure why a lot of organizations struggle with this, but I did want to talk about a funnel that we are all pretty aware of, and that is the marketing funnel.”

Ryan explains the most optimal performance an individual can do:

“The most optimal an individual can be in any one hour of really focused work using the phone, for example, and this awareness or consideration stage is 8 to 12, 3-5-minute conversations.”

The Sandler Training Team:

Dan “The Warrior” Bigelow: https://www.linkedin.com/in/dan-bigelow-80a43348/

Jake “The Alba Pause” Alba: https://www.linkedin.com/in/jake-alba-b9b54a40/

James McAllister: https://www.linkedin.com/in/jtmcallister/

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell! 

Chapter 6 - Bucket leads for maximum success

From "Outbound Sales No Fluff: Written by Two Millennials That Have Actually Sold Something This Decade" by Ryan Reisert & Rex Bibertson.

To order a physical copy, download on your Kindle or download the Audiobook, go here! --> https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Just as how hard things were for Ryan's call last week, he got it easy this time around. Ryan calls in and introduces himself and everything seemed so easy and smooth. Until…

NOPE, no plot twists here, just some good old-fashioned cold callin’.

Episode Highlights:

• Ryan calls in
• Set up meeting
• Throwin’ in a little rapport

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell! 

Start your week right with this Monday edition of Outbound Sales No Fluff!

Justin starts off the episode on a call with a prospect talking about utilizing the phone as an effective channel for sales. Ryan hops in soon after the call and the pair discuss how to effectively set the stage to explain a performance-based system and the pricing model surrounding it.

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell!

In this episode of Outbound Sales No Fluff, Josh Braun joins Ryan in a pretty unique conversation.

Josh discusses with Ryan a few tweaks that he will be trying in the next cold calls where he will particularly focus on “phraseology” and “tonality” and change “phone ready leads” to “phone picker-uppers”. Josh explains the logic behind this change and you can learn more about it by tuning in to this episode.

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell! 

It’s another week and we will be kicking off with Ryan and Justin.

In this episode, Ryan and Justin are trying out another framework provided by Greg Woodward and see if it’s effective for them. After the call, the two shared their feedback on how effective the framework was and whether it would be something they will continue using.

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

 

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

 

Subscribe and hit that notification bell! 

In this episode of Outbound Sales No Fluff, we have the Sandler boys on board.

In today’s episode, Dan is up for live calls. In this call, Dan displayed the power of building rapport in turning a “not interested” prospect into his best buddy and a “very interested” prospect. Tune in to learn how Dan flexed the power of rapport.

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell!

This latest edition of the Outbound Sales No Fluff podcast is a cold call review with Josh Braun on the line.

Josh got connected to Angus, a sales leader from Canada and turns out to be a really big fan. Angus excitingly discusses his experience with Josh and even shares that he implements Ryan’s 5 buckets. Josh made sure to express his appreciation to this big fan and they will be seeing each other soon.

Episode Highlights:

• Wow! A big fan!
• Angus' interesting inquiry
• Angus is a Reisert Bucket user
• How Angus and his team implement buckets

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell! 

It’s another round with Adam and Ryan in this Sunday Special of Outbound Sales No Fluff. 

Picking up where they left off, the boys will be discussing the costs involved per dial before and after getting into PRL, and some cold call statistics you may want to dive deeper into. Tune in and learn more in this latest edition of Outbound Sales No Fluff.

Highlights

• Doing the math of cost per dial
• Delegate validation and verification to someone else
• Adam's cold call routine
• Call statistics by Ryan

Quotes

Ryan: “The data shows that 80% of those dials as you're going through the process are actually wasted.”

Ryan: “If you can specialize that, where there's an entry-level role that's their job is to call verify, validate, you know, document, and then the only objective for them passes over really solid, clean list to a more professional team. To me, that's like a much better use of budget.”

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Connect with Adam on LinkedIn: https://www.linkedin.com/in/iadamoneill/

To order a physical copy, download it on your Kindle or download the Audiobook, go here! --> https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Ryan went psycho in this Saturday edition of Outbound Sales No Fluff.

Ryan calls Dr. Barner, a psychologist who is looking into contracts as a vocational expert. As Ryan explained how GovSales University rolls, Dr. Barner declined about paying for services. However, Ryan quickly turned this into a positive outcome by explaining there’s no fee involved in the next step.

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell!

Outbound Sales No Fluff is capping the week with another insightful episode.

This week, we have Spencer Padway, Co-Founder and CEO of Search Nurture, a full-stack digital marketing agency offering expertise across all digital channels. Spencer and Ryan will be discussing the importance of making Sales and Marketing work together toward a common goal and sharing each other’s insights with the use of various digital marketing platforms.

 

Get to know our guest:

• Spencer Padway: https://www.linkedin.com/in/spencerpadway/

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell!

This episode of Outbound Sales No Fluff features Josh Braun, cold calling for his webinar.

Josh goes as usual, but unfortunately, his picker-upper is not fit. However… it’s far from over, as the responder is actually Josh’s follower on LinkedIn and has agreed to refer Josh to the right person in the company.

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell! 

It’s another weekend with Justin and Greg as they close the week here in Outbound Sales No Fluff.

In this episode, Justin and Greg talk about handling objections depending on the various ways that different prospects respond. The two try to relate this discussion to their previous calls.

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

 

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

 

Subscribe and hit that notification bell! 

Cold calling cowboy Justin Middleton is back on the line as he calls Mike to introduce PRL. Mike is just a startup and said that they are more of an inbound and would be scaling not earlier than next year. Things may seem to be over in this call until Justin started handling it like a true cowboy. Watch out for how he handles the objection in this latest episode of Outbound Sales No Fluff.

Episode Highlights:

• Mike is a startup and still growing
• Will be scaling by next year
• The cowboy handles the objection

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell!

Chapter 2 - Interview with the Author - Ryan Reisert

From the Audiobook version of "Outbound Sales No Fluff: Written by Two Millennials That Have Actually Sold Something This Decade" by Ryan Reisert & Rex Bibertson.

To order a physical copy, download on your Kindle or download the Audiobook, go here! --> https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

In this episode of the Outbound Sales No Fluff Podcast, Ryan is joined by Adam O'Neill. He shares how he started in sales, getting introduced to the SaaS and tech side of marketing, and how he came across Ryan.

Adam talks about applying the processes introduced by Ryan in the Outbound Sales book and his teachings in other forms of media. He also discusses his experiences in tracking his dial tree, learning to increase connects over time, and why he generally prefers reaching prospects through phones.

 

Highlights

• Learning and trusting the Outbound Sales, No Fluff process
• Path documentation and tracking dial velocity
• Building in the e-learning and corporate learning space

 

Quotes

Adam: "Instead of doing that, I just trusted your process and went through the list three to five times and that's when I started to see the results which is basically how you described it."

Adam: "There was one 52-minute phone block where I actually got four meetings in about eight dials. But it all averages out, you might make twenty before you make one."

Adam: "If you're having a conversation with someone and they say it's not for me and they tell you why, then you can immediately change your messaging and try something different. So I find the feedback loop is a lot shorter and you have the ability to pivot a lot quicker."

 

Connect with Ryan on LinkedIn:https://www.linkedin.com/in/salesdevelopmentrepresentative/

 

Connect with Adam on LinkedIn: https://www.linkedin.com/in/iadamoneill/

 

To order a physical copy, download on your Kindle or download the Audiobook, go here! -->https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

It’s Thursday and it’s another call from the irresistible Josh Braun.

Josh offers his 15-head cold beer + cold email webinar to David and to no surprise, he bags it like taking candy from a baby. David was highly interested and didn’t hesitate to say yes.

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

 

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell!

This weekend episode of the Outbound Sales No Fluff podcast brings you to Thomas Morrill, the founder of The Sales Growth Zone and currently the Senior Program Manager for Sales Readiness at Fortinet.

Join Ryan and guest co-host Gerry Hill as they welcome Thomas, as he breaks down his sales story and what helped him find the concept of The Sales Growth Zone, helping other companies find their own growth and development.

Episode Highlights:

• Thomas Morrill: Founder of The Sales Growth Zone
• Starting The Sales Growth Zone
• Things to prepare before turning up a growth zone
• Understanding the process to tailor fit
• Getting down with the numbers

Quotes:

Thomas’ sales playbook: “I saw that every time I walked in and took over a group, I use the same playbook. It's process people, tools, technology, training, and all those things.”

Thomas on founding The Sales Growth Zone: “The way we look at it is we have to help companies find that growth zone, and then when that growth zone happens, we're hitting the right levers, you can turn the volume up or down.”

How Thomas lists what fits the needs: “The best way to come up with the right role and description is to find out what the process is, and then what the process needs.”

Thomas on the importance of numbers: “Not everybody does a great job of being able to track the numbers. Not everybody kind of leverages CRM effectively. However, typically, almost one of the first things that happen when we go in, is we look at the numbers.”

Get connected with Thomas and learn more about his work:

• About Thomas: https://www.linkedin.com/in/tommorrill/
• About Sales Growth Zone: https://www.linkedin.com/company/the-sales-growth-zone/about/

Get to know our guest co-host:

• Gerry Hill: https://www.linkedin.com/in/beaccurate/

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell! 

It’s another Tuesday and today we are sharing another call from UBERSDR.

 

This call was not really at a good time as the prospect is already about to go home from work. Fortunately, our UBERSDR took this as an opening to schedule a discovery call for next week.

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

 

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

 

Subscribe and hit that notification bell!

Inspired by Bro Science’s “Do You Even Lift?” flow chart, Ryan presents his own flow chart, the “Do You Even Cold Call?” flow chart.

Join Ryan as he explains this flow chart to see what are the important items to do as a cold caller in a fun and visual way.

Episode Highlights:

• Do you even cold call flow chart
• Ryan explains the flow chart

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell! 

Ryan’s up for quite a challenge today, as this latest Outbound Sales No Fluff episode brings one of Ryan’s longest calls.

Ryan had it a little tougher than usual as he gets connected to a “non-believer” on phones. Ryan took this challenge like a boss and continued explaining the offer of Connect&Sell. In the end, Ryan’s persistence paid off, and he booked a meeting.

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell!

From the Audiobook version of "Outbound Sales No Fluff: Written by Two Millennials That Have Actually Sold Something This Decade" by Ryan Reisert & Rex Bibertson.

To order a physical copy, download on your Kindle or download the Audiobook, go here! --> https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

It’s the PRL guys and Sandler boys again in this episode of Outbound Sales No Fluff.

Ryan, Justin, Dan, and Jake hopped on calls to give feedback to each other. Justin went on a call looking like he just woke up, but activated that lead anyway. Watch this to see how he did it.

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

 

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

 

Subscribe and hit that notification bell! 

In this episode of Outbound Sales No Fluff, we have a special guest! Enter Scott Leese:
6x Sales Leader - 3x Founder - 3x Author - Sales Consultant - Advisor - Solopreneur - Keynote Speaker

Scott, together with Ryan and Justin will be discussing the changes happening today that lead to the boom of the Gig Economy, where side hustlers dominate the playing field.

 

Connect with Scott:

Scott Leese: https://www.linkedin.com/in/scottleese/

Scott Leese Consulting: https://www.linkedin.com/company/scott-leese-consulting/

Scott Leese Consulting Website: https://scottleeseconsulting.com/contact/

 

Connect with Justin:

Justin Middleton: https://www.linkedin.com/in/justin-middleton-a3b818199/

Phone Ready Leads: https://www.linkedin.com/company/phone-ready-leads/

PRL Website: https://phonereadyleads.com/

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

 

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

 

Subscribe and hit that notification bell!

It’s another Wednesday edition of Outbound Sales No Fluff and we have the Sandler boys on deck.

Dan and Jake will be doing a live call with the latter taking on the challenge. The two discussed the good points of the call particularly with Jake staying on the call until he gets the confirmation he needs.

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell! 

Chapter 4 - Where is everybody?

From "Outbound Sales No Fluff: Written by Two Millennials That Have Actually Sold Something This Decade" by Ryan Reisert & Rex Bibertson.

To order a physical copy, download on your Kindle or download the Audiobook, go here! --> https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

After a bit of a hiatus, we’re back! In this highly anticipated episode, host Ryan Reisert dives deep into his passion for outbound sales. 🔥 Why listen? Hear Ryan’s personal journey into the world of outbound sales, from his humble beginnings to his evolution into an outbound expert. Discover the reasons why Ryan believes outbound sales is one of the most exciting and rewarding professions out there. Get inspired by stories, insights, and strategies to help you fall in love with the craft of outbound sales. Whether you’re a seasoned sales pro or just starting out, this episode will remind you why outbound sales is worth the grind—and why it can be downright fun. Tune in, and let’s talk outbound—no fluff, just the good stuff.

It's time to close this week with another episode with Justin and Greg Woodward.

Justin speaks about having the grit to get through 7 NOs in 20 minutes. Greg then mentions that that's only natural but how do you push through? And when will it be better to have a break and reset then? Tune in to this episode and find out more!

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

 

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell!

From the Audiobook version of "Outbound Sales No Fluff: Written by Two Millennials That Have Actually Sold Something This Decade" by Ryan Reisert & Rex Bibertson.

To order a physical copy, download on your Kindle or download the Audiobook, go here! --> https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Chapter 7 - Interview with the Author - Ryan Reisert

From the Audiobook version of "Outbound Sales No Fluff: Written by Two Millennials That Have Actually Sold Something This Decade" by Ryan Reisert & Rex Bibertson.

To order a physical copy, download on your Kindle or download the Audiobook, go here! --> https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Ryan and Justin are in for a discussion in this episode of Outbound Sales No Fluff.

In this episode, Ryan discussed the proper way of compounding the use of phones and email in doing cold outbound outreach. Ryan also discussed a little experiment he and his co-writer Rex where they combined the use of phones and email to see which gains more results.

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell!

“I don't think there's good or bad, I just think it's kind of the product they sell.”

Thomas Morrill, the founder of The Sales Growth Zone and currently the Senior Program Manager for Sales Readiness at Fortinet is back for another round with Ryan this time around, they will be talking about the difference between customers and how their differences can be approached. Tune in and learn more only here, in this week’s finale of Outbound Sales No Fluff.

Episode Highlights:

• Variety of customers
• The consultative approach
• What is good, what is bad
• Know your numbers

Quotes:

Ryan describes the variety of customers:

“Some are great to work with some that are great to work with, don't make us money, some that are hard workers make us money. You know, where do you find that balance.”

Thomas on how to approach negotiations:

“A way to demonstrate that you actually think that way is simply following a consultative selling approach where you diagnose and prescribe.”

Thomas on good or bad customers:

“I don't think there's good or bad, I just think it's kind of the product they sell.”

Get connected with Thomas and learn more about his work:

• About Thomas: https://www.linkedin.com/in/tommorrill/
• About Sales Growth Zone: https://www.linkedin.com/company/the-sales-growth-zone/about/

Get to know our guest co-host:

• Gerry Hill: https://www.linkedin.com/in/beaccurate/

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell!

Welcome to another Thursday episode here at Outbound Sales No Fluff.

In this episode, Ryan does a follow-up call for GovSales University. The prospect already received an email for information about GovSales University but wasn’t able to read it, and Ryan took this opportunity to educate the prospect about it and booked a meeting right away.

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell!

In this episode of Outbound Sales No Fluff, Ryan calls Jim.

Ryan does his thing with introducing Phone Burner but Jim clarified that he doesn’t have a direct sales team and is only using channel partners. Since this is not a fit, Ryan does the logical thing to do, live by his principle of “solve a problem or go away”, and let go.

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell! 

It's a Tuesday and it's time for another cold call review!

In today's episode, Ryan speaks with a prospect who immediately asks him to just send an email over. Ryan tells her the purpose of the call is simply to find time to introduce the company. That way, he slows the prospect down and is able to ask a few key questions.

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

 

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell! 

How do you turn someone not interested to be open to anything?

Learn how with Ryan’s call for GovSales University, where he meets Al, who was originally reluctant to take a meeting but eventually gave in and scheduled a meeting with Ryan. With Ryan’s probing and explanations, Al became open to anything you could throw at him.

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell! 

It’s Thursday and we welcome you to another episode of Outbound Sales No Fluff.

In this episode, Ryan calls John, who is engaged in services in the tribal lands of New Mexico. John originally showed a lack of interest in Connect&Sell as most of his work is similar to door-to-door sales. However, as Ryan discovered that there is still some calling element in their operations, he quickly explained how Connect&Sell can help, which eventually bagged him John’s interest.

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell!

It’s another Friday edition of Outbound Sales No Fluff and Ryan is back with the boys from Sandler Training.

It’s another round of live calls and Dan got the magic call which they discussed how it went. James and Dan gave their fair share of comments and notable parts of the call, followed by Ryan relating it to the Math of Sales.

Episode Highlights:

• Dan's magic call
• Always remember the true purpose
• Emphasize the pain when it's presented
• A little touch of Math of Sales with Ryan
• Find conversations that matter

Quotes to look out for:

James reminding us to stick to the purpose:

“Whenever you're cold calling, whenever you're prospecting, our real intent is to set an appointment, you don't have to convince him on the sales or services.”

Dan evaluated the presentation of pain in the call:

“Another thing that was weak about that call is I didn't get enough pain, but I also, the beat of the call, could just tell her as a little bit of a risk. I could tell there's enough there that he would book but it was still weaker. If I would have got more pain, it would have been a more guaranteed shot.”

Ryan on focusing on the next best conversation:

“The goal as a seller is if I'm not in a scheduled sales interaction. I'm in my next best sales conversation. So if we just focus on the next best conversation and not the other stuff, the math will shake out.”

Learn through the conversation:

“We have to get there by learning through conversation. Most often the timing’s off. You can't spend too much time in conversations that don't matter.”

The Sandler Training Team:

Dan “The Warrior” Bigelow: https://www.linkedin.com/in/dan-bigelow-80a43348/

Jake “The Alba Pause” Alba: https://www.linkedin.com/in/jake-alba-b9b54a40/

James McAllister: https://www.linkedin.com/in/jtmcallister/

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell! 

Welcome to another Thursday episode here at Outbound Sales No Fluff and today is full of energy!

Ryan called Michelle for a follow-up while she is doing some power up. Michelle entertained Ryan even in the middle of her workout, and with pure energy and excitement, book a meeting for the next week. 

Michelle’s great. Be like Michelle.

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell!

2022 Bonus Interview discussing "Outbound Sales No Fluff: Written by Two Millennials That Have Actually Sold Something This Decade" by Ryan Reisert & Rex Bibertson.

On this episode, Author Ryan Reisert interviews Travis Alford.

Connect with Travis on LinkedIn: https://www.linkedin.com/in/tralford/

Connect with Ryan on LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

To order a physical copy, download on your Kindle or download the Audiobook, go here! --> https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

In this episode of Outbound Sales No Fluff, we have Collin Mitchell taking on the live cold call challenge!

Collin calls Nancy and introduces Salescast using a similar spiel with Ryan and his team. Grab your popcorn as Collin flexes his cold calling prowess, showing he’s still in the game!

Episode Highlights:

• Nancy remembers
• Collin introduces Salescast
• Nancy already has a podcast
• Do you have the same intro???
• Collin: We just want to help

Connect with Collin Mitchell and learn more about him and Salescast!

About Collin: https://www.linkedin.com/in/collincmitchell/

About Salescast: https://salescast.typeform.com/Community

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell!

From the Audiobook version of "Outbound Sales No Fluff: Written by Two Millennials That Have Actually Sold Something This Decade" by Ryan Reisert & Rex Bibertson.

To order a physical copy, download on your Kindle or download the Audiobook, go here! --> https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Ryan is on a 4-hour live telethon with Justin Middleton, Jake Housdon, Hedi Benkirane, and a few other guests to rally some votes for the final 24 hours of the Chili Piper Top Sales Developer Competition. Ryan is tied for first and the gang is reaching out to his network through cold calls to get to the finish line! 

Ryan mentions that if he does win, proceeds will go to charities and Jake’s foundation in the Amazon so Jake starts off by explaining what he’s been up to and the philosophies behind his foundation. The dialing soon starts and Justin reaches someone who’s already voted for Ryan to win the competition. Justin asks him to share the poll with his network and he happily agrees to help out.

 

Connect with Ryan on LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

 

Connect with the guests on LinkedIn:

Justin: https://www.linkedin.com/in/justin-middleton-a3b818199/

Jake: https://www.linkedin.com/in/jakehousdon/

Hedi:https://www.linkedin.com/in/hedibenkirane/

 

To order a physical copy, download on your Kindle or download the Audiobook, go here! --> https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

From the Audiobook version of "Outbound Sales No Fluff: Written by Two Millennials That Have Actually Sold Something This Decade" by Ryan Reisert & Rex Bibertson.

To order a physical copy, download on your Kindle or download the Audiobook, go here! --> https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

In this Saturday edition of Outbound Sales No Fluff, Ryan calls in for Gov Sales University.

This time around Ryan does a follow-up with Butch to set a date for their meeting. All is well in booking the schedule with Butch jokingly warning Ryan about his questions taking more than 10-15 minutes. 

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell! 

From the Audiobook version of "Outbound Sales No Fluff: Written by Two Millennials That Have Actually Sold Something This Decade" by Ryan Reisert & Rex Bibertson.

To order a physical copy, download on your Kindle or download the Audiobook, go here! --> https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Chapter 2 - Stay in your lane!

From "Outbound Sales No Fluff: Written by Two Millennials That Have Actually Sold Something This Decade" by Ryan Reisert & Rex Bibertson.

To order a physical copy, download on your Kindle or download the Audiobook, go here! --> https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

From the Audiobook version of "Outbound Sales No Fluff: Written by Two Millennials That Have Actually Sold Something This Decade" by Ryan Reisert & Rex Bibertson.

To order a physical copy, download on your Kindle or download the Audiobook, go here! --> https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

From the Audiobook version of "Outbound Sales No Fluff: Written by Two Millennials That Have Actually Sold Something This Decade" by Ryan Reisert & Rex Bibertson.

To order a physical copy, download on your Kindle or download the Audiobook, go here! --> https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Ryan is out traveling, so it’s up to the boys, Dan, Jake, and James from Sandler Training to do the live cold calls and talk about their outcomes and what sales theories apply to what transpired to their calls. Tune in and learn more here in the latest episode of Outbound Sales No Fluff.

Episode Highlights:

• Sandler boys doing live calls
• Jake calls the wrong department
• James on prospect vs. suspect

The Sandler Training Team:

Dan “The Warrior” Bigelow: https://www.linkedin.com/in/dan-bigelow-80a43348/

Jake “The Alba Pause” Alba: https://www.linkedin.com/in/jake-alba-b9b54a40/

James McAllister: https://www.linkedin.com/in/jtmcallister/

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

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Welcome to another week with Outbound Sales No Fluff. Today we have Ryan and Justin on deck to discuss the messaging framework of their script.

Ryan and Justin discussed their framework line-per-line and talk about how it can be improved or if is there really a change needed for it. Tune in and learn more in this episode of Outbound sales No Fluff.

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

 

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

 

Subscribe and hit that notification bell! 

This edition of Outbound Sales No Fluff will be hosted by a dynamic duo, Ryan and Jake “The Alba Pause” Alba. 

In this episode, Ryan will be discussing his introductions and how he does his calls to Jake and asks him for his comments, opinions, or suggestions. Tune in and experience a discussion you don’t get every day from guys who spend their days doing cold calls.

Episode Highlights:

• Ryan welcomes Jake to the show
• Ryan on geeking out when doing his calls
• Back and forth discussions about cold calls

Quotes to look out for:

Ryan offers his knowledge for free:

“I passionately genuinely believe that if people follow this stuff, we give it away for free. I'm literally giving you the whole thing away for free. You can read the book, and do all this other stuff. You will see success.”

Ryan:

“Most people need to understand it and understand it on a third-grade level type of basis, and so even with a lot of the things that we do, it's like super simple concepts, but people just don't get it unless you're like, ultra dumb.”

Get to know more about our guest, Jake:

Jake “The Alba Pause” Alba: https://www.linkedin.com/in/jake-alba-b9b54a40/

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell!

Yes, numbers are important when it comes to sales, but it’s not always the top metric to look at. At the end of the day, it’s the outcomes that count. Regardless of how many activities you have done within the day, in the end, it’s always the outcomes that are needed to be checked to see the next move. In this episode of Outbound Sales No Fluff, sales leaders are challenged to not ask how did the day go, but instead ask how did it end.

Connect with Ryan with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

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From the Audiobook version of "Outbound Sales No Fluff: Written by Two Millennials That Have Actually Sold Something This Decade" by Ryan Reisert & Rex Bibertson.

To order a physical copy, download on your Kindle or download the Audiobook, go here! --> https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

In this episode of Outbound Sales No Fluff, we have Dan from Sandler and James Bawden from Lunch Break Media.

The two talk about how you can make your call great by playing around with the tension between you and your prospect. Dan also made a call and demonstrated a series of questions which James liked because it makes you more informed when you call the prospect again.

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

 

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

 

Subscribe and hit that notification bell! 

Dan Bigelow along with James from the Lunch Break Media are up in this midweek episode of Outbound Sales No Fluff.

They will be discussing how you can be “strategic” with the information you provide to get away from gatekeepers and to book with your prospects for that matter.

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

 

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

 

Subscribe and hit that notification bell! 

This Thursday edition of Outbound Sales No Fluff is brought to you by Keith Dawson a.k.a. The Machine!

Keith rocked this follow-up call really strong as he discusses what PRLs do and let the prospect (Matt) in on a little secret, that he is actually the 47th call and 12th conversation of the day, cementing this call as his 3rd booked meeting.

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell! 

It’s Wednesday and we are off to a great day as Ryan takes the stage and flexes his numbers.

In this episode of Outbound Sales No Fluff, Ryan flexes the all-time high connection rate and conversion rate that he got from using PRLs. Tune in as Ryan shows a real-time live report from Phone Burner which proves the power of PRLs.

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

 

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

 

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In this episode of the Outbound Sales No Fluff Podcast, Ryan is joined by Gerry Hill, EMEA Regional Vice President of ConnectandSell. Gerry mentions that many junior sellers and SDRs today have never experienced being in an environment where the buyers' mindset has shifted to job preservation.

Ryan discusses his early career and not having systems and data as advanced as what we have today. He talks about how, even in a recession, it works to just pick up the phone and make the calls no matter if you're in preservation mode or optimistic mode. He also shares his insight on the rise of a new generation of reps focusing more on the sales tech stack.

 

Quotes

Ryan: "They spend more time trying to develop lists and sequences than they do actually picking up the phone and having conversations. This email-first mindset, 'I've got to warm them up first' mindset is going to get yourself out of a job."

Ryan: "At the end of the day, when things get tougher and tougher, if you're an individual at a company who can actually pick up the phone and generate a hundred percent attribution, without any question you'll always have a position. The economy has to run regardless if it's good or bad so there's going to be opportunities."

 

Connect with Ryan on LinkedIn:https://www.linkedin.com/in/salesdevelopmentrepresentative/

 

Connect with Gerry on LinkedIn: https://www.linkedin.com/in/beaccurate/

 

To order a physical copy, download on your Kindle or download the Audiobook, go here! -->https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Welcome to another episode of Outbound Sales No Fluff, and today is another cold-calling day!

In this cold call, Ryan as usual calls in to try and set a meeting with the prospect however the prospect cannot check his calendar to confirm the meeting. Ryan offers to send a calendar with a pre-selected date and time which the prospect can simply reschedule, a great way to show flexibility to adjust to the prospect’s schedule while ensuring that a meeting will definitely happen.

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

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This Wednesday edition of Outbound Sales No Fluff features our Cowboy, Justin Middleton.

Justin and Ryan will be talking about the need to constantly change and improve scripts, the importance of ensuring the commitment between them and their clients, and improving the client's business.

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell!

Welcome to another week in Outbound Sales No Fluff and will be starting the week with a little Q&A Monday, Where Ryan answers interesting questions about cold calling.

In this episode, Ryan answers how to get a hold of the person who handles the role that you are aiming for. Watch out to learn what interesting tips Ryan has to offer in this latest outing of Outbound Sales No Fluff.

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

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WHAT IS MY NEXT SOCIAL INTERACTION?

This is Ryan’s question for today’s guest, Alex Boyd, a founder and CEO of RevenueZen. In this Outbound Sales No Fluff episode, Alex will provide pro tips to Ryan about his subsequent social interaction, particularly the type of influencers he needs to connect to.

 

Connect with Alex:

Alex Boyd: https://www.linkedin.com/in/alexcboyd/

RevenueZen: https://www.linkedin.com/company/revenuezen/

RevenueZen website: https://revenuezen.com/

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

 

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

 

Subscribe and hit that notification bell!

Welcome to another episode of Outbound Sales No Fluff, and in this episode, we will be doing a call review with our UberSDR on the line.

Our UberSDR has definitely educated our prospect well and even probed to find whether it would be a good fit to have a 15-minute meeting. However, the prospect is that now is not yet the time but is willing to reconnect and see the possibilities in the very near future.

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

 

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell! 

Chapter 4 - Interview with the Author - Ryan Reisert

From the Audiobook version of "Outbound Sales No Fluff: Written by Two Millennials That Have Actually Sold Something This Decade" by Ryan Reisert & Rex Bibertson.

To order a physical copy, download on your Kindle or download the Audiobook, go here! --> https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

It’s another weekender here on Outbound Sales No Fluff. There is no better way to end this week than another round of data-driven discussion between Ryan and Gerry as they continue their analysis and sharing of insights with McKinsey and Company data presented last week. The duo will discuss why performers pick up the phone and why every seller should start with a call.

Episode Highlights:

• Nothing's more personalized than a call
• The power of hyper relevancy
• Top performers pick up the phone
• Start your sale with a call
• The problem with quick wins
• Less prospect, more meaningful time

Quotes:

Hyper-relevance’s connecting power:

“There was hyper-relevance because it was a shared experience with somebody that was interested in the theme or topic for the day. They wouldn't have put their name on attending a big conference if they weren't interested in the theme.”

Performers make calls, not emails:

“Consult performers do immediately they can establish credibility and understanding. They can ask the right questions, they can drive, the commercial imperative and the value quickly. An email just never projects any of that stuff.”

Always start the sale with a call:

“You have to start there. You're using the channel the voice channel to get into a preferred channel at the right time.”

People want it quick and easy:

“I think the big problem here is that people want to take shortcuts, always looking for a silver bullet, and the short, quick wins.”

Less prospecting, more meaningful time:

“I might be doing a little bit less prospecting but I'm spending meaningful time with prospects and customers in the execution.”

Get to know our guest co-host:

• Gerry Hill: https://www.linkedin.com/in/beaccurate/

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell! 

IT’S A CALL DAY in this latest edition of Outbound Sales No Fluff, as Ryan spends the day doing live cold calls and follow-up calls. Watch out how Ryan does his cold calls and follow-up calls like a real pro while recording everything in his tracker to check his performance for the day.

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell! 

Chapter 8 - Funnel math

From "Outbound Sales No Fluff: Written by Two Millennials That Have Actually Sold Something This Decade" by Ryan Reisert & Rex Bibertson.

To order a physical copy, download on your Kindle or download the Audiobook, go here! --> https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Ryan calls Jason, a former VP of Sales. Ryan does the usual opening, thinking that Jason is still working his old role, but unfortunately, he’s not anymore. Then what was supposed to be a simple cold call ends up in a back-and-forth discussion about Ryan’s approach.

Episode Highlights:

• Oops, wrong data
• Jason talks about Sandler Training
• Sales approach discussion

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell! 

Following up in this episode of Outbound Sales No Fluff is a follow-up call.

Ryan calls a previous attendee to his webinar. This time Ryan is trying to get some calendar time from the prospect to discuss the capabilities of GovSales University. The prospect expressed that she doesn’t want to connect to government agencies, but Ryan assured this and made sure he gave it all and booked a meeting.

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

 

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

 

Subscribe and hit that notification bell!

Ryan has teamed up with Dan “The Warrior” Bigelow and Jake “The Alba Pause” Alba in this latest edition of Outbound Sales No Fluff. In this episode, Ryan called Nancy, who is an HR leader in her company. Ryan had a couple of challenges in the call, starting with the fact that the prospect is driving, to the difficulty of hearing the prospect’s responses. Dan even teased Ryan for making an excuse.

But this episode was not entirely an epic fail. Ryan was able to show off the “Activated Lead” concept in a cold call and explained its logic. Ryan was even able to show off some techniques that could be useful for your next cold call.

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Connect with the guests on LinkedIn: 

Dan “The Warrior” Bigelow:

https://www.linkedin.com/in/dan-bigelow-80a43348/

Jake “The Alba Pause” Alba:

https://www.linkedin.com/in/jake-alba-b9b54a40/

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell!

It’s another Wednesday edition of Outbound Sales No Fluff, and Ryan is back with the Sandler boys!

In this episode, Dan gets a pretty special call, probably the best one he had in the show. Watch out and you may learn from how Dan was able to command the call by truly connecting and relating to the prospect's pain points, not only with his business but also to his personal pains. Then Ryan says it’s the haircut.

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell! 

It’s a funny Friday with the Sandler boys in this episode of Outbound Sales No Fluff.

Dan gets into a call expecting it’s gonna be the same old short yet sweet conversations, but instead he got probably one of the longest calls in the show where he didn’t even get what the guy was doing and there’s no interest at all.

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

 

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

 

Subscribe and hit that notification bell! 

The week is coming to a close and what better way to top it all off than having our cowboy on the line with the absolute legend, Greg Woodward?

In this episode, Justin asked Greg to listen to his live call and coach him on how he performed. While waiting to connect to a prospect, the two drive down memory lane as they reminisce about their experiences with door-to-door sales.

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

 

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

 

Subscribe and hit that notification bell! 

Ask a person if he/she is the homeowner without asking if he/she is the homeowner.

In this episode of Outbound Sales No Fluff, Ryan is in discussion with Dan and Jake. Ryan explains how he was able to get specific information without directly asking the other person on the line the exact questions. Learn more by tuning in to this latest episode of Outbound Sales No Fluff.

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell!

Ryan hops on a call and reaches a prospect who was in the middle of his dinner. "Is there a better time for a callback, I don't want to keep you from your family?" is an instant response but the prospect says 30 seconds should be enough. Ryan briefly explains that they are showing CEOs a new approach to starting new conversations as cold emails haven't been as effective during the pandemic. The prospect is open to learning more about this so Ryan sets a schedule.

 

Connect with Ryan on LinkedIn:https://www.linkedin.com/in/salesdevelopmentrepresentative/

 

To order a physical copy, download on your Kindle or download the Audiobook, go here! -->https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

In this Tuesday edition of Outbound Sales No Fluff, we have Josh Braun on the line.

Josh calls David, who works for a company with over 100 SDRs, and invited him with his cold e-mail and cold beer webinar. David explains that he does his own prospecting and may not be a fit but still went on to join the webinar as Josh has perked his interest well.

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

 

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

 

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Justin Middleton is on in this latest episode of Outbound Sales No Fluff. 

In this episode, we will be reviewing Justin’s call to Stuart, where he gives an introduction to Phone Ready Leads and set up an appointment for a meeting, which leads to an unexpected turn of events. Justin successfully set a schedule with Stu and to his surprise, was asked a favor that you don’t get every day. So tune in and find out what this expected holds.

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

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Following the theme of graceful exits, this Tuesday's edition of Outbound Sales No Fluff features Josh Braun.

This call was quick yet done right. Josh was denied to talk about the reason for his call, and instead of forcing his way to talk more he respectfully ended the call gracefully. One great thing Josh did is make sure if there’s still a chance to call this prospect again or not, which will definitely save him time soon.

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

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In this episode of Outbound Sales No Fluff, the Sandler boys, Dan & Jake take the spotlight.

Dan goes on a call to discuss and introduce Sandler, but to their surprise, the prospect is actually familiar with the training company. Unfortunately, this prospect is not the right person to talk to about sales, so he gave Dan some information about their Director of Sales instead.

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

 

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

 

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Outbound Sales No Fluff ends the week with none other than Greg Woodward.

Greg and Justin discuss what “Relevant Clarity” is and how it applies in cold calling. The two will also discuss more cold-calling stuff and you have to tune in to find out about these golden nuggets.

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

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IT’S TIME TO LAY DOWN THE NUMBERS.

In this episode of Outbound Sales No Fluff, Ryan gets down to the data with Gerry Hill from ConnectAndSell, and both of them will analyze and dish out some insights from recent sales and deals data from McKinsey and Company about the impact of the transformation of business models since the pandemic.

Episode Highlights:

• Gerry lays down the statistics
• Remote meetings are growing
• Remote meetings get deals done
• High performers prefer doing cold calls
• Ryan prefers doing deals digitally
• Podcasting as another channel for digital sales

Quotes:

The growth of remote meetings with clients:

“Sales reps spent 22% more time with customers, where the customers prefer to be which is remote.”

The spiking of small deals completed remotely:

“90% of small deals under 100k, and now being completed remotely and 12% of companies are now comfortable in their survey, posing deals between half a million and a million dollars in contract, which is completely transformational where it was 2% prior.”

Top performers are cold callers:

“Performers favor cold calls over cold emails and videos emerging as a top channel. Across the 40,000 deals that McKenzie looked at 82%, more cold calls were made by high performers and low performers.”

Ryan leaning more on the remote and digital sales process:

“For the majority of my time, I spent trying to get deals done and the majority of the meetings done digitally and I usually flew less than most people. And I didn't think it ever impacted my ability to win business.”

Podcasting is a new trend in digital sales:

“Podcasting is another way to get to know one another, not in the business landscape, just talking about the industry problems and getting to know each other a little bit more before and after.”

Get to know our guest co-host:

• Gerry Hill: https://www.linkedin.com/in/beaccurate/

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

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In our world today, just having premium data will give us the advantage of getting the contact information of the people and leveraging off of that.

In this episode, Ryan dives deep into premium data and using them along with top performance sequences. He explains that not all contact information is going to help secure a stronger hold. Even then, you'll have numerous ways to go about calculating these sequences and taking advantage of them.

 

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

 

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

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In this Tuesday edition of Outbound Sales No Fluff, we will be listening to probably one of Ryan’s smoothest calls.

Ryan introduces Connect & Sell and leverages the digital sales environment to emphasize its benefit without even explaining the benefits yet. Tune in to learn how Ryan bagged this call so smooth and sweet.

Episode Highlights:

• Opening with a talk about the digital sales environment
• Explain what Connect & Sell does
• If it benefits the agency, I'm all for it
• Booked it on Wednesday!

Connect with Justin and follow him with the link below:

LinkedIn: https://www.linkedin.com/in/justin-middleton-a3b818199/

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

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The Race and the Cowboy are back to preach!

In this episode of Outbound Sales No Fluff, Ryan and Justin will be discussing how they train the new guys using their unique script framework. Justin discusses his teaching method and how he does a demo to the new guys and how he coaches them. Ryan challenges Justin to show the calls of new SDRs using the script framework.

Episode Highlights

• The PRL script framework
• How Justin teaches the script
• The first 3 lines are key
• Live call demo and coaching

Quotes

Justin - What the script framework is:

“This script, any script is really just a guideline, like a framework, it's almost like like lanes on a road, right? It's going to keep you going down the road, safely give you kind of somewhere to always refer to.”

Justin - Teaching the script framework to the new guys:

“I go over the first three lines because those are the big separators for most scripts, right? Those are the big differences from what most people were doing, and I explain why we're asking or saying certain things right with the first three pieces.”

Justin - doing demos for the new guys:

“I'll do a few calls, kind of get them in a rhythm, find a good pace, and then I will literally pass it off and have them make calls.”

Connect with Justin and learn more about his work:
https://www.linkedin.com/in/justin-middleton-a3b818199/

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

Order a printed copy of Outbound Sales No Fluff, download it on your Kindle, or download the Audiobook here: https://www.amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4

Subscribe and hit that notification bell!