The B2B Sales Podcast (Thibaut Souyris)

This episode is an interview of Darryl Praill for Sales Development Talks, a new show Thibaut is launching with Tolstoy.

If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.

If you want 1 sales development tip per week from Thibaut, it's over here.

In this new episode, Thibaut receives Nikolai Skatchkov, CEO & Co-Founder at Circula.

In this interview, you'll learn about how Nikolai and the sales team at Circula are generating opportunities, and closing deals with traditional German customers. Often referred as "Mittelstand", these companies are producing most of the German GDP, but they are very hard to reach. Nikolai has cracked the code and tells you more about how you can be successful in DACH.

You can add Nikolai on LinkedIn or check the open positions at Circula here. They are doubling the sales team in 2022 and looking for onsite or remote, German-speaking SDRs.

Enjoy the show!

In this new episode, Thibaut tells you everything about his new gig as an advisor for Tolstoy.

• Signup to Tolstoy for free today
• How Thibaut uses Tolstoy and how you can contribute

In this new episode, Thibaut and Ofir talk about difficult sales conversation, and how to overcome the challenges they bring up.

Ofir is EMEA Director at Sisense, supporting a team of Account Executives to learn how to master objections and persuade customers.

Ofir and Thibaut discuss about the mindset around negotiation and how to adapt it during hard conversations. Both dive into the framework to use in order to deal with emotionally charged meetings with customers. They also bring some examples on the table, and talk about learnings from these experiences.

You can find Ofir on LinkedIn here

Go check Sisense here

Enjoy the show!

This episode is an interview of Morgan J Ingram for Sales Development Talks, a new show Thibaut is launching with Tolstoy.

If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.

If you want 1 sales development tip per week from Thibaut, it's over here.

In this special episode, Thibaut introduces his newly launched course, "The Prospecting Engine." He discusses the challenges salespeople face in 2024, such as difficulty in booking meetings and crafting effective messages, and explains how this course is designed to overcome these obstacles.

Main Topics Covered

• Challenges in Prospecting in 2024: Difficulty in getting replies, knowing what to write, and staying consistent in sales outreach.
• Introduction to The Prospecting Engine: A course tailored to help salespeople start conversations, book meetings, and establish a consistent prospecting system.
• Special Offer for Podcast Listeners: An exclusive discount on "The Prospecting Engine" course.

Important Links

• Enroll in The Prospecting Engine with the code EDW613M on checkout to get a $120 discount: The Prospecting Engine

In this episode of the B2B Sales podcast, Thibaut takes listeners through his daily prospecting block routine. From follow-ups to finding new prospects and motivating himself with a coffee reward, discover the step-by-step process that Thibaut uses to start engaging conversations and generate opportunities.

Main Topics Covered:

• Starting with the follow-ups in the prospecting tracker.
• Methodology to determine active sequences for outreach.
• Importance of adaptability and monitoring replies during follow-up.
• Strategies to find five new prospects
• Approaches for initiating the outbound engagement with prospects
• The significance of rewarding oneself after a prospecting block.
• Motivating oneself to start the workday with prospecting for maximum productivity.

Link to the Detailed Post: Here's what I do in my daily prospecting block

In this new episode, Thibaut receives Marius Stäcker, CEO of ToolTime.

Marius founder ToolTime in January 2019 and has since raised over €20 million to digitize the craftsmen market in the DACH region.

In this interview, you'll discover how a European SaaS CEO buys, how to approach Marius, and what to avoid. You'll also discover the metrics Marius is tracking as well as the way he's making decisions.

You can find Marius on LinkedIn here.

ToolTime is looking for a VP of Sales, check the job here.

Enjoy the show!

Thibaut discusses how to use chat GPT to turn messages or scripts into reusable templates for LinkedIn, emails, or calls. He offers a three-step method to stand out in your prospects' inboxes and start more conversations.

Main Topics Covered

• Creating a swipe file for storing good sales templates
• Using chat GPT to turn these messages into adaptable templates
• How to replace template content with your own specific use cases

Sign Up for the Newsletter

Get more tips and a swipe file from Thibaut by signing up to the Tactical Selling newsletter: https://www.saleslabs.io/tactical

In this new episode, Thibaut shares why you don't need more product knowledge as an SDR.

Go check the New Outreach System here.

If you're interested in joining Skip & Thibaut's community, you can check it here.

This episode it the last one of The B2B Sales Podcast.

If you want to keep getting value, you'll find everything you got from the podcast and more in the following channels:

• LinkedIn
• My newsletter
• Instagram
• Twitter

Thanks for being a listener, hope to see you on LinkedIn!

Welcome to the B2B Sales Podcast! I'm your host Thibaut. In this episode, I'll share a story from a recent wine tasting event in the South of France and discuss why winemakers often struggle with sales. I'll also reveal three simple questions you can ask to close a deal, inspired by Skip Miller. These questions will help you qualify prospects and save time during your sales process.

Main Topics Covered

• Story from a wine tasting event
• Why winemakers struggle with sales
• Three questions to qualify a deal:
• What's causing you to have a conversation with me today?
• What are the outcomes you expect from this conversation?
• When can you make a decision?

Links

• Sign up for the Tactical Selling newsletter: Sales Labs Tactical

In this episode of the B2B Sales Podcast, Thibaut shares a few details about his new course, The AI Outreach System. It goes live on Friday 14th of April at 4:00 PM Berlin time.

If you want to grab the 30% discount code mentioned in the episode, make sure to sign up to Tactical Selling: https://www.saleslabs.io/tactical/

In this episode, Thibaut shares insights on the sweeping layoffs in the tech sector and offers pragmatic solutions to adapt to the evolving sales landscape, touching on the necessity of learning human psychology, AI tools, and considering independence in your sales career.

Main Topics Covered:

• SDR Model’s Obsolescence
• Impact of AI on Sales
• Strategies for Sales Development
• Embracing Independence
• The instability of sales jobs and the myth of lifelong employment.
• Strategies to gain independence and break free from the employment cycle.

Newsletter and Course Sign-up:

For more insights and to pre-order the Tactical Selling course, sign up here.

In this episode of the B2B Sales Podcast, Thibaut shares how he created his latest LinkedIn headshot using an AI tool called Secta, saving time and money compared to traditional professional headshots. Learn how you can create a professional headshot in just minutes for only $49.

Main Topics Covered:

• Importance of a professional headshot on LinkedIn
• Challenges with traditional professional headshot process
• Introduction to Sector Labs AI tool
• Step-by-step guide to creating a LinkedIn headshot using Sector Labs
• Examples of AI-generated headshots

Link to examples mentioned in the podcast: How I Used AI to Create My LinkedIn Headshot

In this new episode of The B2B Sales Podcast, Thibaut shares 4 tips to get more answers with video prospecting.

You will discover the differences between core videos and prospecting videos, how Thibaut builds his video scripts as well as additional resources to send prospecting videos.

Thanks, Lee for submitting this question!

And if you're interested in sending prospecting videos, you can purchase the LinkedIn Video Prospecting Training

If you want to submit your own question or suggest a guest, you can join the T-shaped Sales Community and get one month for free at https://www.saleslabs.io/tsc/.

Enjoy the show!

Welcome to the B2B Sales Podcast! I'm your host Thibaut, and in this episode, I'll share the essential tools I use every day for prospecting. From all-in-one platforms to my own custom tools, these resources will help you streamline your prospecting process and improve your results.

Main Topics Covered

• AmpleMarket: An all-in-one prospecting platform
• Kaspr.io: Tool for finding complicated email addresses and phone numbers
• LinkedIn native videos: Effective for standing out in prospecting
• Prospecting template swipe file: Collection of high-performing messages
• Sales process calculator: Tool for tracking daily prospecting targets

Links

• Sign up for the Tactical Selling newsletter: Sales Labs Tactical

In this episode of the B2B Sales Podcast, Thibaut shares an effective cold calling opener. While not a fan of traditional cold calling, Thibaut highlights the benefits of utilizing simulators for comfortable and rejection-free practice.

Main Topics Covered

1. Colloquial Opener for Cold Calls: Thibaut introduces a three-part structure for a cold calling opener.Salutation: A brief introduction with the first name to capture the prospect's attention.
2. Labeling the call: Addressing the unfamiliarity and nature of the call, setting the stage for transparency.
3. Suggesting to End the Call: Offering the prospect an option to continue or end the conversation, reducing the impact of rejection.

Important Links

• Sign up for the Tactical Selling Newsletter for exclusive content and a video demonstration: Tactical Selling Newsletter

In this new episode, Thibaut invites Kyle Roach, Director of Sales Development at Socio.

Kyle and Thibaut jump on a live interview, following the series of the SalesLabs Virtual Tour. Participants asked questions about:

• How the team at Socio pivoted from selling an app for physical events to virtual events
• How Kyle builds a strong team culture remotely
• Why teachers are great fits for sales

You can find Kyle on LinkedIn here

Go check Socio here

Enjoy the show!

In this new episode of The B2B Sales Podcast, Thibaut talks about his framework to time-box his outreach.

You will discover the concept of Powerhour, how Thibaut structures his outreach as well as additional resources to book more meetings.

Thanks, Henry for submitting this question!

• Sales process calculator
• Using content training
• LinkedIn Video Prospecting Training

If you want to submit your own question or suggest a guest, you can join the T-shaped Sales Community and get one month for free at https://www.saleslabs.io/tsc/.

Enjoy the show!

In this episode, Thibaut shares his three most effective prospecting tactics from 2023. He details each tactic, explaining how they led to impressive reply and meeting rates, and ultimately, opportunities. Thibaut invites listeners to sign up for his Tactical Selling newsletter for more insights and access to his upcoming 2024 course, "The Prospecting Engine."

Main Topics Covered

• Direct Approach: Using personalized triggers and offering opportunities in outreach messages.
• Do the Math: A framework combining a trigger, pitch, calculation, and call to action, to quantify the prospect's problem.
• P.S. Framework: Combining a problem-focused question, a teaser, a call to action, and a personal touch in the postscript.

Important Links

For detailed examples and to join the waitlist for "The Prospecting Engine" course, sign up for the Tactical Selling Newsletter: Tactical Selling Newsletter

In this episode, Thibaut discusses the limitations of using LinkedIn InMails for B2B sales prospecting and offers practical alternatives to increase your success rate. Learn how to optimize your LinkedIn strategy to engage more effectively with prospects.

Main Topics Covered:

• Inefficacy of InMails: Exploring why InMails are not suitable for sales prospecting and are better suited for marketers to run ad campaigns.
• Optimizing Your LinkedIn Profile: Key strategies to attract prospects and build trust through your LinkedIn profile.
• Finding Triggers: How to identify relevant information about prospects that can serve as conversation starters.
• Writing Effective Connection Requests: Tips for crafting direct and compelling connection requests to improve your connect rate on LinkedIn.
• Alternative Prospecting Tools: Introduction to Thibaut’s prospecting engine and how it can revolutionize your LinkedIn prospecting efforts.

Sign up to Tactical Selling to access all the resources mentioned in the episode (on Thursday 9th of May).

In this new episode, Skip & Thibaut share their plans for 2022 and how you can plan to reach your targets.

If you're interested in joining Skip & Thibaut's community, you can check it here.

In this new episode, Thibaut receives Isabel Sum, Account Executive at StackFuel.

In this interview, you'll learn about the typical challenges faced when prospecting and selling into corporate German accounts. You'll also learn about Isabel's experience being trained on the T-shaped Sales Development Program.

You can add Isabel on LinkedIn here.

Enjoy the show!

In this new episode, Thibaut interviews Blake Hudson about finding your voice and expressing it.

Blake is a Sales Manager at Victory Lap, and LinkedIn content creator.

In this discussion, Blake shares his tips on how to find your voice and express it. He also shares his experience running for state senate at 24, as well as differences and similarities between sales and politics.

You can find Blake on LinkedIn here.

Go check Victory Lap here.

Enjoy the show!

This episode is an interview of Thibaut by Manuel Hartmann, for the Startup Sales Summit 2022.

If you're interested in joining Skip & Thibaut's community, you can check it here.

In this new episode of The B2B Sales Podcast, Thibaut shares a simple mindset change you can apply to get more meetings.

Here's the sequence Thibaut is referring to in the episode.

You can join the Selling Advantage Community here if you want to get tactical tips like this one.

Enjoy the show!

In this new episode, Thibaut receives Tom Castley, Head of Sales at Hook.

In this interview, you'll discover a simple framework to prioritize expansions, and you'll learn about the challenges CROs are facing.

You can connect with Tom on LinkedIn here.

Enjoy the show!

In this new episode of The B2B Sales Podcast, Thibaut shares his approach to keep selling in summer, when everything is slower.

You will discover 2 critical aspects of selling in summer and why you shouldn't give up if no one replies to your outreach.

If you're interested in learning exclusive tactics and tips, you can join the Selling Advantage Community here.

Enjoy the show!

In this new episode, Thibaut receives Shabri Lakhani, CEO & Founder of SalesWorks.

In this interview, you'll discover how to build a solid onboarding program for SDRs, how to enable SDRs remotely, and how to train your SDRs on a continuous basis.

You can find Shabri on LinkedIn here.

If you want to submit your own question or suggest a guest, you can join the T-shaped Sales Community and get one month for free at https://www.saleslabs.io/tsc/.

Enjoy the show!

In this episode of the B2B Sales Podcast, Thibaut dives into the nuances of sending effective cold emails. He shares three essential rules to increase the open and response rates, leading to more conversations and bookings. If you've been struggling to get replies or constantly facing rejections, these tips can turn your cold email strategy around.

Main Topics Covered:

Importance of a succinct subject line:

• Aim to keep it under five words.
• Look for inspiration in your own mailbox.

Creating an effective body for the cold email:

• Limit the body to a maximum of 125 words.
• Test the email on your mobile phone.
• Tips to avoid sending long and monotonous emails.

Using frameworks to craft cold emails:

• Avoid writing each email from scratch.
• Use available frameworks to make the process more efficient.

Links and Resources:

3 Rules to Getting Replies with Cold Emails

In this episode, Thibaut shares a five-step method to transform sales goals into manageable daily activities. This guide is perfect for sales professionals looking to streamline their process and achieve consistent results, especially at the beginning of the year.

Main Topics Covered

• Review Sales Goals: Start by defining or reviewing your monthly, quarterly, or yearly sales goals.
• Set Conversion Rates: Understand and track key conversion rates like reply rate, meeting booked rate, and meeting held rate.
• Add 20% Buffer: Incorporate a buffer in your calculations to account for variations and uncertainties in your sales process.
• Run Calculations for Daily Activity: Break down your end goal into a daily activity target using your conversion rates.
• Execute Consistently: Create a daily prospecting routine to ensure consistent effort towards achieving your goals.

Important Links

• For more detailed guidance and access to a sales process calculator, sign up for the Tactical Selling Newsletter: Tactical Selling Newsletter

In this new episode, Thibaut shares 3 mistakes salespeople do when using ChatGPT, and how to fix them. You'll find all the links mentioned in the episode here.

In this episode, Thibaut dives deep into his process for tweaking outbound messaging to enhance the chances of getting replies. Learn about sequence skeletons, finding the right triggers, and crafting the perfect message. Boost your outbound success by understanding the nuances of messaging strategy.

Main Topics Covered:

• The significance of adjusting outbound messages for replies
• Building a sequence skeleton for consistency
• Finding the relevant trigger to captivate prospects
• Crafting messages using templates
• Staying relevant with fluid messaging while maintaining a strict sequence skeleton

Link to the Detailed Post: How I Tweak My Messaging When Running an Outbound Sequence

In this episode, Thibaut and Skip share a discussion on how to navigate in the current crisis, from the moment all lockdowns took place in the Western World.

Skip is President at M3 Learning, one of the most successful sales management and training companies.

Involving real time listeners, Skip and Thibaut talk about the COVID crisis and why it should be seen as a time for finding new opportunities. Skip also explains the audience the strategic moves you can implement on these times and the tactics to go ahead your competition.

You can find Skip on LinkedIn here

Go check M3 Learning here

Enjoy the show!

This episode is an masterclass of Thibaut for Hyrise Academy. Thibaut talks about how to make prospecting videos with 38% conversion rate

If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.

If you want 1 sales development tip per week from Thibaut, it's over here.

In this episode, Thibaut reveals his approach to achieving a 57.5% win rate in sales in 2023. He discusses the importance of refining triggers, crafting concise messages, and simplifying offerings to improve conversation rates and close deals more effectively.

Main Topics Covered

• Importance of timely, relevant, and creative triggers in cold outreach
• Techniques for refining triggers, including using product announcements and webinar insights
• The strategy of keeping messages under 300 characters for clarity and impact
• Simplifying the sales offering for quicker and easier closing of deals
• Practical tips to increase win rates, including monitoring time-based triggers and regularly updating prospecting templates

Important Links

• Sign up for the Tactical Selling Newsletter for access to prospecting templates and detailed strategies: Tactical Selling Newsletter

In this new episode, Thibaut receives Adam Verity, Founder & Host of the Sales Persuasion Summit.

In this interview, you'll discover how Adam invited 31 influential people as speakers to his summit.

You can join the summit for free here.

Enjoy the show!

In this new episode, Thibaut shares 4 AI tools you can't afford to miss if you're in sales. If you're interested in pre-ordering the AI Outreach System, you can do it here.

You'll find all the links to the tools here.

In this episode, Thibaut outlines a three-step approach to building an effective lead list for 2024. He introduces the concept of the Ideal Customer Profile (ICP) Matrix and provides practical advice on identifying ideal customer companies and titles, as well as how to segment and enrich these profiles for successful prospecting.

Main Topics Covered

• Utilizing the ICP Matrix to define ideal customer companies and titles
• Step-by-step guidance on segmenting customer profiles based on firmographic criteria
• Strategies for identifying different types of buyers: Above the Line (ATL), Below the Line (BTL), and Influencers
• Tips for building and enriching a segmented lead list using tools like amplemarket
• An invitation to participate in a giveaway for a free one-year access to amplemarket's search feature

Important Links

• Sign up for the Tactical Selling Newsletter to access detailed ICP Matrix examples and additional resources: Tactical Selling Newsletter

This episode is an interview of Thibaut by Eric Quanstrom from Cience. Thibaut talks about prospecting on LinkedIn, what you should do and what you shouldn't do.

If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.

If you want 1 sales development tip per week from Thibaut, it's over here.

In this episode, Thibaut dives into the critical metrics every B2B sales professional should monitor to enhance their prospecting performance. Whether you're an individual contributor or a manager, understanding these metrics can help you pinpoint what's working and what needs improvement in your sales process.

Main Topics Covered:

• Prospects Added to Your Sequence: Importance of initiating contacts and monitoring additions to your sales sequence.
• LinkedIn Connection Acceptance Rate: Strategies for improving LinkedIn connection requests and the significance of monitoring acceptance rates.
• Reply Rates: Why securing replies is crucial and how it serves as a leading indicator of your prospecting success.
• Meeting Booked Rate: How tracking meetings booked from replies can indicate overall sequence effectiveness.
• Show Up Rate: The importance of not just setting meetings but also ensuring prospects attend, and how to improve this metric.

Sign up to Tactical Selling to access all the resources.

In this new episode, Thibaut receives Frederic Krahforst and Tyrone Smith from TradeLink.

In this interview, you'll discover how Frederic transitioned from selling everything himself to hiring Tyrone and building the sales organization together. You'll get an in-depth look into their journey.

You can find Frederic here, and Tyrone here.

They are hiring over 10 salespeople (SDRs, AEs) in a remote-first environment. Go check their openings here and listen to the podcast to know how to fast-track the interview process.

Enjoy the show!

In this episode, Thibaut shares an insightful experience of how a sales rep successfully booked a meeting with him using smart outreach techniques. If you’re tired of generic, automated outreach attempts and are looking for ways to engage effectively with potential clients, you won't want to miss this episode!

Main Topics Covered

• The failure of automated outreach and the importance of personal connection.
• How the rep engaged with Thibaut initially by responding to his email newsletter.
• Utilizing the "soft ask" approach to request a quick favor.
• The role of reciprocity in sales, exemplified through this rep's testimonial.
• The importance of timing and follow-up in email outreach.
• Labeling as a psychological technique to navigate conversations.

Special Mention

To delve deeper into strategies like this one, sign up for Thibaut's newsletter "Tactical Selling." In it, he shares actionable tips and techniques to become a better salesperson.

• Newsletter Signup: Tactical Selling by Thibaut

In this new episode, Thibaut receives Courtney, VP of Global Sales at Improvado.

Courtney and Thibaut jump on a live interview, following the series of the SalesLabs Virtual Tour. Participants engaged while listening to the conversation about:

• What are the different career paths in a fast growing startup
• How to pick your next job
• How being part of Burning Man helped Courtney develop her leadership skills 

You can find Courtney on LinkedIn here

Go check Improvado here

Enjoy the show!

In this new episode of The B2B Sales Podcast, Thibaut shares how the laziest SDR he worked with was also the most successful. You'll learn why and how you can become more successful too!

If you're interested in building your own prospecting routine and use LinkedIn to book meetings, you should check Thibaut's New Outreach System. It's a tactical guide to book meetings on LinkedIn.

Enjoy the show!

In this new episode, Skip & Thibaut share their tips on how to deal with objections.

If you're interested in receiving 1 weekly tip from Skip & Thibaut, you can sign up to their newsletter here.

In this episode of the B2B Sales Podcast, Thibaut Souyris shares his insights into a unique approach for those struggling to book meetings. Instead of reaching out to completely new prospects, he presents a three-step method that targets inactive customers and lost opportunities. Whether you've experienced a drop in engagement or are merely seeking new ways to boost your conversations and book more meetings, this episode is packed with valuable advice.

Main Topics Covered:

• The importance of targeting inactive customers and lost opportunities
• How to compile a list of these contacts and the ideal number to reach out to daily
• Crafting a conversation sequence that re-engages, instead of directly asking for a meeting
• Useful frameworks and examples for initiating meaningful conversations
• Importance of systemizing this approach and incorporating it into your daily routine
• The motivational boost of starting more conversations and booking more meetings

Links and Resources:

• For a detailed explanation and real-time application of this tactic, check out the full guide available here

In this episode of the B2B Sales Podcast, we explore how to use GPT-4 to personalize your outreach on LinkedIn, saving you time and increasing your chances of catching your prospect's attention. Follow these three simple steps to make your outreach more effective.

Main Topics:

• Using GPT-4 for personalizing LinkedIn outreach
• Step 1: Exporting a prospect's LinkedIn profile as a PDF
• Step 2: Asking GPT-4 to skim the resume for personalization elements
• Step 3: Writing your personalized LinkedIn message
• Example of a successful personalized outreach message
• Saving time in prospect research with GPT-4

Link to Examples: GPT-4: 3 Steps to Personalizing Your Outreach on LinkedIn

In this new episode, Thibaut receives Jan Mundorf, one of the founding members of the Selling Advantage Community.

In this interview, you'll hear how Jan produces sales-oriented content on LinkedIn, and how you can do it too.

You can connect with AJ on LinkedIn here.

Want to join the Selling Advantage Community? Do it here.

Enjoy the show!

This episode is a rediffusion of an interview of Thibaut Souyris on The Surf and Sales Podcast.

Thibaut was invited by Richard Harris to share his experience on selling into Europe. You'll discover what is different from typical North American sales, what is similar, and how to navigate cultural differences.

If you're interested in learning more about selling in Europe, you can join the Selling Advantage Community.

Enjoy the show!

In this new episode, Thibaut shares 4 tips to get back to outbound prospecting when you got rusty.

You can find the Prospecting Tracker, the Sales Process Calculator, and the blog post of early 2022.

If you're interested in joining Skip & Thibaut's community, you can check it here.

This episode is an interview of Thibaut by Gautam Rishi from OneShot. Thibaut talks about his journey and how he trains SDR teams.

If you're interested in joining Skip & Thibaut's community, you can check it here.

In this episode, Thibaut discusses the importance and methods of conducting efficient weekly one-on-one meetings for Sales Development Representatives (SDRs) or Sales Development Managers. He presents a 3-step approach to streamline meetings, focusing on crucial metrics such as prospects added to your sequence, conversations started, and meetings booked. The implementation of these questions leads to more effective meetings, enhanced productivity, and a more nuanced understanding of your prospecting system.

Main Topics Covered:

• The common issue of unproductive one-on-one meetings in sales and strategies to counter this
• The first question: How many prospects did you add to your sequence? Exploring the importance of focusing on this metric
• The second question: How many conversations did you start? Understanding the value of initiating conversations instead of directly pitching products
• The third question: How many meetings did you book? The significance of tracking conversations and prospect contact, rather than exclusively focusing on this outcome metric
• Tools and resources available to assist in these areas

Show Notes:

1. Sales Process Calculator: A tool to understand how many touchpoints and prospects you need to add to your sales process
2. Advanced messages guide: Tips on how to initiate conversations effectively with prospects
3. Conversation navigation resources: Methods to handle conversations that eventually lead to booking meetings
4. Building your prospecting system guide: Steps on how to create an efficient prospecting system for better results
5. Calendar Link Etiquette guide: Best practices on setting up calendar links for your meetings

For a more detailed discussion, check out the full post here.

In this new episode of The B2B Sales Podcast, Thibaut shares his playbook to stand out in competitive deals.

You will discover his exact structure and the tools he used for that, and how he closed 5 deals in the last 3 months like this.

You can join the Selling Advantage Community here if you want to get tactical tips like this one.

Enjoy the show!

In this new episode, Thibaut receives Daniel Viduya, General Manager at TaskDrive.

In this interview, you'll discover tactical tips on how to organize your lead research. You'll learn more about the different playbooks and what kind of research organization is best for you.

You can find Daniel here.

And if you want to book a free consultation with Daniel, you can do it here.

Enjoy the show!

In this special episode of the B2B Sales Podcast, we discuss how to turn a marketing resource into a valuable prospecting asset. We delve into the process, the tools used, and the importance of this strategy. Using a practical example of a blog post, we illustrate how you can extract value from lengthy content, make it concise, and repurpose it as a playbook. This innovative approach can enhance your prospecting efforts and make your outreach more appealing.

Main Topics Covered:

• The concept of turning a marketing resource into a prospecting asset
• The process of selecting and extracting text from a marketing resource
• Utilizing the capabilities of GPT-4 to create a playbook
• Generating catchy titles for the playbook
• Incorporating the final product into a Notion page
• The strategy of sharing the playbook as a prospecting asset
• The practice of "teasing" a prospecting asset

Watch Me Turn a Marketing Resource into a Prospecting Asset

Welcome to the B2B Sales Podcast! I'm your host Thibaut, and in this episode, I reveal a hidden LinkedIn feature that can help you book more meetings. Many salespeople struggle with getting prospects to open their emails or respond to calls. Learn how to stand out and capture attention using LinkedIn voice notes.

Main Topics Covered

• Common challenges in getting replies from prospects
• The impact of high volumes of outreach on response rates
• Introduction to LinkedIn voice notes
• How to use LinkedIn voice notes effectively
• Step-by-step guide to sending LinkedIn voice notes
• Example of a powerful LinkedIn voice note template

Links

• Sign up for the Tactical Selling newsletter

Join Thibaut, your host, in this episode of the B2B Sales Podcast as he unveils his step-by-step process for personalizing outreach efforts. Discover how to identify personalized elements, link them to your prospects, and effectively use them as triggers to increase engagement and book more meetings.

Main Topics Covered

• Understanding Prospect's Problems: Thibaut emphasizes the importance of knowing your prospect's problems before personalizing outreach efforts.
• Finding Personalization Elements on LinkedIn Profiles: Learn where to find personalized elements on your prospect's LinkedIn profiles, including the about section, posts, and activity.
• Exploring Personalization Elements About Their Companies: Discover strategies for uncovering useful personalization elements about your prospect's companies, such as annual reports and executive engagements.
• Utilizing Personalization Elements as Triggers: Thibaut shares insights on incorporating these elements into personalized prospecting messages to enhance engagement and drive conversations.

Important Links

• Sign up for the Tactical Selling Newsletter for additional insights: Tactical Selling Newsletter
• Explore the Prospecting Engine for comprehensive prospecting strategies: Prospecting Engine

In this new episode, Thibaut shares the 3 steps he follows to get a 50% reply rate with ChatGPT. If you're interested in joining the waitlist for the AI Outreach System, you can do it here.

Go check the blog post here.

In this new episode, Thibaut receives AJ Alao from SeedLegals.

In this interview, you'll hear how AJ used Thibaut's sales tips to generate and close €50.000 of outbound opportunities.

You can connect with AJ on LinkedIn here.

Want to know more about the program AJ used? Check it here.

Want to join the Selling Advantage Community? Do it here.

Enjoy the show!

In today's episode, Thibaut shares 3 key lessons from the last job he ever had.

In this episode, Thibaut gives a debrief of season 5 of The B2B Sales Podcast.

You'll also learn about your sponsoring options, as well as the T-shaped Sales Community.

In this new episode, Skip & Thibaut talk about how to deal with BTLs blocking your deal. They talk a recent example of a deal Thibaut lost when speaking with sales enablement.

If you're interested in joining Skip & Thibaut's community, you can check it here.

In this new episode, Thibaut receives Josh Allen, CRO at Owl Labs.

Josh has over 18 years of sales experience, working in companies like LogMeIn or Drift.

In this interview, you will discover what keeps a CRO up at night, what KPIs Josh follows, and you'll even learn how to craft a good cold outreach message to Josh.

You can find Josh on LinkedIn here.

Go check Owl Labs here.

Enjoy the show!

In this episode of the B2B Sales Podcast, Thibaut takes listeners through his process of creating an effective call outreach sequence from scratch, leveraging Chat GPT to build the content. This 5-step process is designed to help improve your sales outreach efforts and optimize your results. Thibaut will also introduce a detailed video tutorial that will be released on Thursday, providing a step-by-step walkthrough of the entire process.

Main Topics Covered:

1. Reviewing your ICP (Ideal Customer Profile) metrics: Understanding your ideal customer companies based on size, revenue, location, and other demographic data, along with identifying ideal customer titles within these companies.
2. Selecting a target within your ICP: Choosing the right job title and company type to pursue for your specific sales effort.
3. Reviewing the problems of the selected ICP: Identifying and listing the unique issues faced by your chosen target, and understanding the symptoms of these problems.
4. Building your outreach sequence skeleton: Determining the number of touchpoints, the channels to use (LinkedIn, email, phone, etc.), the type of media (audio, video, text), and the cadence of follow-ups.
5. Creating your messages: Utilizing Chat GPT to construct the content of your outreach messages, including cold call scripts and email frameworks.

Resources:

• Watch the detailed video tutorial of the entire process with screen sharing
• Further reading and resources will be provided throughout the video tutorial to help you build your metrics and improve your outreach sequences.

In this new episode, Ara receives Nick van der Kolk, for an insightful conversation on how to manage teams in a hyper-growth environment company.

Nick is VP Sales SMB at TravelPerk, the next-generation business travel platform pioneering the future of business travel.

In this interview, Nick shares with us the challenges of working in a fast-growing company, focusing on the techniques to create a successful sales team. We discussed the impact of inbound sales and how to make sure the sales team stays motivated while getting more and good qualified leads. All this, supported by content personalisation and social selling.

You can find Nick on LinkedIn here.

Go check TravelPerk here.

Enjoy the show!

In this new episode, Skip & Thibaut share their tips on how to sell in a recession, when budgets are tighter.

If you're interested in receiving 1 weekly tip from Skip & Thibaut, you can sign up to their newsletter here.

In this episode of the B2B Sales Podcast, Thibaut unveils the power of creating a problem calculator for effective prospecting. Learn how to identify significant, quantifiable problems, connect them to measurable metrics, and build a compelling before-and-after calculator. Thibaut shares the strategy to tease this calculator in prospecting messages, capturing curiosity and prompting more replies.

Main Topics Covered

• Identifying Prospect Problems: The importance of finding massive, quantifiable issues your prospects care about.
• Connecting Problems to Metrics: Matching the identified problem with a metric your solution directly impacts.
• Building Before-and-After Calculators: Creating a simple yet impactful calculator to showcase the potential improvement.
• Teasing the Calculator in Messages: Crafting prospecting messages that tease the calculator to capture curiosity and prompt replies.

Important Links

• Sign up for the Tactical Selling Newsletter for further assistance: Tactical Selling Newsletter
• Access the example problem calculator: Calculator Example

In this new episode, Thibaut shares how you can use comparative logic to get replies.

You can find the blog post and calculator Thibaut mentioned here.

if you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.

If you want 1 sales development tip per week from Thibaut, it's over here.

In this new episode, Thibaut receives Samantha McKenna, Founder of #samsales Consulting.

In this interview, you'll learn about Samantha's top 5 sales hacks. You'll get her tactics to generate more business and close deals faster.

You can add Samantha on LinkedIn here.

Enjoy the show!

In this episode, Thibaut explores how to effectively use AI in B2B sales. Learn three ways to use AI for tasks like prospecting and outreach, as well as common mistakes to steer clear of.

Main Topics Covered

• Discovering AI features in an iPhone
• How to Use AI in Sales
• Mistakes to Avoid

Additional Resources

• Sign up for Thibaut's "Tactical Selling" newsletter: Tactical Selling Newsletter

In today’s episode, Thibaut offers five crucial resources to help you get back to prospecting. Whether you’ve had a long break, were on vacation, or had other responsibilities that put your sales activities on hold, this episode will give you the tools to reignite your sales outreach.

Main Topics Covered

• Introduction and the challenge of balancing family time and prospecting
• Resource 1: Four Steps to Kickstart Your Prospecting
• Resource 2: Determining How Many Prospects to Contact Daily
• Resource 3: Three Rules to Getting Replies with Cold Email
• Resource 4: The Ultimate Guide to AI-Powered Outreach
• Resource 5: New Outreach System + AI Outreach System Bundle

Special Offers

• 35% discount on the New Outreach System + AI Outreach System Bundle available until Sunday, September 3rd, 2023.

Additional Resources

For more details on the resources mentioned, check out the linked post: 5 Resources to Help You Get Back to Prospecting.

As always, we thank you for listening and wish you happy prospecting!

In this new episode, Thibaut receives David Priemer, Founder & Chief Sales Scientist at Cerebral Selling.

In this interview, you'll learn about what has changed in sales between now and 10 years ago. You'll also discover key concepts of David's methodology.

You can add David on LinkedIn here.

Check David's book here.

If you want to join the recording of the B2B Sales Podcast and ask your questions live, then join the Selling Advantage Community.

Enjoy the show!

In this new episode, Thibaut receives Roger Figueiredo, VP of Marketing and Sales Development at #paid.

Roger and Thibaut jump on a live interview, following the series of the SalesLabs Virtual Tour. Participants asked questions about

Here is what you will learn:

• How Roger involves his SDR team in hiring new SDRs
• Creative ways to engage your SDR team
• Why the SDR is becoming a profession in itself and not just a stepping stone

You can find Roger on LinkedIn here

Go check #paid here

Enjoy the show!

In this new episode of The B2B Sales Podcast, Thibaut shares his experience closing a 5-figures deal in only 9 days.

You will discover the 4 steps he used to add energy to his deal, increase the scope, and close faster.

If you're interested in learning exclusive tactics and tips, you can join the Selling Advantage Community here.

Enjoy the show!

In this new episode, Thibaut receives Justin Michael, Founder of Salesborg.ai.

You'll discover the Justin Michael Method, including his 3-steps framework to run a cold call. This episode is the recording of a live event for members of the Selling Advantage Community.

You can add follow Justin on LinkedIn here, and join his Discord group here.

Enjoy the show!

In this new episode, Skip & Thibaut talk about two simple framework to handle an objection.

If you're interested in joining Skip & Thibaut's community, you can check it here.

In this new episode, Thibaut receives Francis Brero, for a conversation on how to build rapport and sell in the US vs Europe.

Francis is the Co-Founder and CRO or Madkudu, a marketing opps platform to help marketers bring their data together.

In this interview, you will discover the main differences and similarities between selling in the US vs Europe. You will also learn tactical tips on how to qualify leads and close annual contracts.

You can find Francis on LinkedIn here.

Go check Madkudu here.

Enjoy the show!

In this insightful episode, Thibaut shares a practical guide on creating a "Power Hour" for focused prospecting, emphasizing how consistency is key to sales success. He walks through a three-step process to establish a productive prospecting routine that can transform your sales results.

Main Topics Covered

• Designing Your Power Hour: The importance of protecting your calendar and dedicating a specific time for prospecting.
• Planning Your Power Hour Activities: A detailed breakdown of activities including follow-ups, finding new prospects, and adding them to sequences.
• The Prospecting Engine Course: An introduction to Thibaut's course designed to enhance prospecting skills and build a healthy pipeline.
• Finding a Power Hour Buddy: The benefits of having a prospecting partner to maintain accountability and consistency.

Important Links

• Discover more about The Prospecting Engine and special offers: The Prospecting Engine

In this new episode, Thibaut receives Jason Bay, for a tactical conversation on cold outreach and prospecting.

Jason is Chief Prospecting Officer at Blissful Prospecting. He is also an incredibly talented marketer.

In this interview, Jason shares 7 prospecting plays he teaches and uses to land more meetings. He also shares the tactics that got him invited on over 60 podcasts, as well as his thoughts on modern cold outreach.

You can find Jason on LinkedIn here.

Go check Blissful Prospecting here.

Enjoy the show!

In this episode, Thibaut and Brett exchange about building and scaling a sales organization, when selling consulting.

Brett is the VP Sales at 7Summits, and he has experienced selling SaaS before moving to consulting.

Brett and Thibaut talk about the the differences between SaaS sales and consulting sales and how to scale when you're selling human work. They also touch on the future of sales and cold outreach.

You can find Brett on LinkedIn here

Go check 7Summits here

Enjoy the show!

In this insightful episode of the B2B Sales Podcast, Thibaut explains a simple, four-step system that will help listeners calculate the number of prospects they should contact daily. This system is aimed at building an effective outreach strategy and providing a clearer understanding of your daily sales activities.

Main Topics Covered:

1. Defining Your Goal: Understand your booking, revenue, opportunity, or meetings booked goal. Having a clear understanding of your monthly, quarterly, or yearly goal is critical for success.
2. Setting Conversion Rates: Understand your conversion rates. This can be broken down into reply rate, meeting booked rate, and meeting held rate.
3. Adding a Comfortable Padding: Calculate the number of prospects to add to your sequence in order to reach your targets, and add a 10-20% cushion to account for variations.
4. Turning Results into Daily Activity: Break down your end goal into daily activities, helping you make progress towards reaching your targets.

Links:

• Detailed Blog Post
• Sales Process Calculator

Join Thibaut, your host, in this episode of the B2B Sales Podcast as he unveils his efficient process of leveraging Amplemarket's AI features for prospecting. Discover actionable steps to integrate Amplemarket into your tech stack and explore time-saving features to streamline your prospecting efforts.

Main Topics Covered

• Leveraging Amplemarket for Prospect Export: Thibaut shares insights on how to export leads from LinkedIn using Amplemarket's AI features, enhancing your prospecting efficiency.
• Data Enrichment with Amplemarket: Learn how to enrich data and verify lead relevance using Amplemarket's filtering and data enrichment capabilities.
• Utilizing Amplemarket's Copywriter Feature: Explore how Thibaut utilizes Amplemarket's Copywriter feature to craft personalized prospecting messages based on prospect activity.
• Automated Meeting Enrichment: Discover how Amplemarket automatically enriches meeting details with relevant information to facilitate productive discovery calls.

Important Links

• Sign up for the Tactical Selling Newsletter for additional insights: Tactical Selling Newsletter
• Try Amplemarket and book a demo using Thibaut's link: Sign up for Amplemarket Demo

In this new episode, Thibaut shares his 3 steps tactic to book meetings with LinkedIn voice notes.

If you're interested in joining Skip & Thibaut's community, you can check it here.

In this new episode, Thibaut receives Denise Lubaway, VP Growth & Partnerships at Ultranauts.

Denise has been working in sales for the past 25 years and she came to share her view on how things have changed since she first started.

In this interview, you'll discover what has changed, what didn't change, and how previous salespeople would have dreamed of having all the tools we use in 2021.

You can find Denise on LinkedIn here.

Enjoy the show!

In this episode, Thibaut discusses a crucial mindset shift in prospecting: moving from focusing on booking meetings to starting conversations. He outlines a five-step approach to make prospecting more effective and relevant, both for salespeople and their customers.

Main Topics Covered

Mindset Shift in Prospecting: Transitioning from a goal of booking meetings to initiating conversations.

Five-Step Approach for Effective Prospecting:

1. Review your Ideal Customer Profile (ICP).
2. Identify the big problems your targets are trying to solve.
3. List the symptoms of these problems.
4. Find resources to alleviate these symptoms.
5. Incorporate these elements into your messages.

Important Links

• Sign up for the Tactical Selling Newsletter for more insights: Tactical Selling Newsletter
• Pre-order The Prospecting Engine for a 50% discount (available until January 31st): The Prospecting Engine

In this new episode of The B2B Sales Podcast, Ara talks about the framework she uses to qualify a discovery call.

You will learn her approach to performing a discovery call, as well as the questions she answers before creating an opportunity.

Thanks Tyrone for submitting this question!

If you want to submit your own question or suggest a guest, you can join the T-shaped Sales Community and get one month for free at https://www.saleslabs.io/tsc/.

Enjoy the show!

In this new episode of The B2B Sales Podcast, Thibaut shares his tips on how to get your LinkedIn connection request accepted.

You will discover 3 different ways to send a connection request and maximize your acceptance rate. You'll also get concrete examples from Thibaut's experience.

Thanks, Jan for submitting this question!

If you want to submit your own question or suggest a guest, you can join the T-shaped Sales Community and get one month for free at https://www.saleslabs.io/tsc/.

Enjoy the show!

In this new episode, Skip & Thibaut share 3 ways you can mentally prepare for outbounding.

Here's a cold call checklist to help you prepare.

If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.

If you want 1 sales development tip per week from Thibaut, it's over here.

In this new episode, Thibaut shares 5 ChatGPT prompts can't afford to miss if you're in sales. You'll find all the links mentioned in the episode here.

In this episode, you will discover the new co-host of The B2B Sales Podcast. We are launching our 8th season and we're very excited to announce that we have a new co-host.

Tune in to find out who will replace Ara, and what we'll be working on together (and don't worry, Ara is doing fantastic, she came up with the idea)!

Add Skip and Thibaut on LinkedIn.

If you want to join The Selling Advantage Community, you can do it here.

In this episode of the B2B Sales Podcast, host Thibaut shares a valuable system for leveraging your competitors' audiences to generate a continuous stream of qualified leads. Discover a step-by-step method to identify potential customers through your competitors' marketing efforts and how to engage with them effectively to increase your meeting bookings.

Main Topics Covered:

• Identifying your competitors using tools like G2 to build a targeted list.
• Conducting a LinkedIn audit of these competitors to evaluate their engagement levels.
• Scrolling through organic posts and ads to find potential leads that match your Ideal Customer Profile (ICP).
• Utilizing tools like Amplemarket to export leads who have shown interest in your competitors' content.
• Crafting outreach messages based on leads' engagements or downloads to initiate conversations.

Useful Links:

• Sign up for the newsletter: https://www.saleslabs.io/tactical
• Book a demo with Amplemarket: https://www.amplemarket.com/demo?source=thibaut.souyris

Welcome to the B2B Sales Podcast! I'm your host Thibaut, and in today's episode, I'll share simple prospecting shifts to book more meetings. Learn how to move from booking meetings with total strangers to engaging with people you already know. This shift will drastically improve your prospecting results by starting more conversations and booking more meetings.

Main Topics Covered

• Shift focus from strangers to known contacts
• Challenges of prospecting with total strangers
• Building a pipeline with people you already know
• Steps to follow:

1. Create prospect lists from existing contacts
2. Get accurate data
3. Build a sequence skeleton for each tier
4. Write relevant messages
5. Set time blocks and execute

Links

• Sign up for the Tactical Selling newsletter: Sales Labs Tactical
• Check out the Prospecting Engine course: The Prospecting Engine

In this new episode, Thibaut shares how he saved 4 hours of prospect research, with ChatGPT. If you're interested in joining the waitlist for the AI Outreach System, you can do it here.

Go check the blog post here.

In this practical episode, Thibaut dives into a three-step method for turning ChatGPT into an efficient personal assistant for sales. He outlines the importance of custom instructions, organizing conversations by tasks, and initial prompt training to enhance productivity and improve outcomes in sales communication.

Main Topics Covered

• Utilizing ChatGPT effectively for sales by following a three-step system
• Setting up custom instructions in ChatGPT to get personalized responses
• Organizing ChatGPT conversations for different sales tasks
• Training ChatGPT with initial prompts for consistency in assistance

Important Links

• Sign up for the newsletter for detailed instructions and tips: Tactical Selling Newsletter

In this new episode, Skip & Thibaut share their 7-step process to running cold calls.

You can access the cold call checklist here.

If you're interested in receiving 1 weekly tip from Skip & Thibaut, you can sign up to their newsletter here.

Welcome to the B2B Sales Podcast! I'm your host Thibaut, and in today's episode, I'll share the exact system I follow to create a reciprocity resource. This approach will tease your prospects' curiosity and help you start more conversations, leading to more meetings. Learn how to use this method effectively in your prospecting efforts.

Main Topics Covered

• Common challenges in prospecting and the importance of starting conversations
• Step 1: Find a publicly available marketing resource related to your prospect's problem
• Step 2: Convert the resource into a useful checklist
• Step 3: Tease the resource to engage your prospects
• Example template to use in your outreach

Links

• Sign up for the Tactical Selling newsletter: Sales Labs Tactical

In this new episode, Thibaut receives David Thomson, Chief Sales Officer at Allbound.

David and Thibaut jump on an Ask Me Anything session, as part of SalesLabs Virtual Tour. Participants asked questions around B2B sales, partnership sales, and building international sales teams.

Here is what you will learn:

• What KPIs David tracks
• How David structures his global sales teams
• Which tools David uses to enable and manage his team

You can find David on LinkedIn here

Go check Allbound here

Enjoy the show!

In this new episode, Thibaut receives Mary Shea, Global Innovation Evangelist at Outreach.

In this interview, you'll learn about the key initiatives and challenges of CROs/CSOs for 2022. Mary and Thibaut also exchanged on how the role has changed and discussed major trends in sales such as remote work, hybrid work, and time-zone independent work.

You can follow Mary on LinkedIn or Twitter.

If you want to join the recording of the B2B Sales Podcast and ask your questions live, then join the Selling Advantage Community.

Enjoy the show!