B2B Power Hour

It's the final episode. We're signing off after 200 episodes and celebrating the journey of the show together.

As we approach episode 200, we're reflecting on the growth of the show to date. Nick is in the hotseat! Morgan throws him challenging questions and they reflect together on more than 2.5 years of the show – and what lessons Nick learned from hosting and recording hundreds of episodes.

As we approach episode 200, we're reflecting on the growth of the show to date. Morgan is in the hotseat! Nick throws him challenging questions and they reflect together on more than 2.5 years of the show – and how they grew from a 30-minute live show called #InSyncTV into a podcast with tens of thousands of downloads.

An episode so good we had to play it twice. Do you want to perform at the highest level of enterprise sales? What if you could learn the exact skillset, mind frame, and framework it takes to accomplish your goals right from a podcast episode? On this episode of the B2B Power Hour, we talk to Ian Koniak. He's the founder of Ian Koniak Sales Coaching Inc. and former strategic account director at Sal...

An episode so good we had to play it twice. Morgan sits down with Breezy Beaumont, former Head of Growth & Marketing at Correlated, to discuss product qualified leads (PQLs) and how they transform a product-led growth strategy. They dive into building revenue intelligence, PQL vs. MQL vs. SQL, how sales changes in a product-led company, and building the revenue teams of the future. Get ready for a...

An episode so good we had to play it twice. Most sales professionals force themselves to work for free because they didn’t invest in their list. They end up gambling for meetings, getting few responses, and the few demos that do get scheduled don’t turn into sales. Dialing in an account list is the biggest leverage point to make every activity count. Time to bust through quota ✨ Join us for this...

Prospecting is one of the most critical skills a salesperson can have to contribute to the success of a sales engine. Yet, with the introduction of multiple selling channels, what were previously considered reliable prospecting strategies have become obsolete.  Gone are the days of picking up the phone and making a sale. To be successful at prospecting in 2023, leading sales professionals must sha...

Are traditional job-hunting strategies still effective in today's competitive global talent market? In this episode, career strategist and founder at Win Every Interview, Sarah Filipiak challenges traditional job-hunting strategies and emphasizes the need to redefine success in the current job market. From understanding one's own value to aligning personal values with company values, Sarah provide...

An episode so good we decided to play it twice. Jump back in with another replay episode as we dig through some of our best and topics to bring back to light! It might sound strange, but did you know sales reps aren't actually the ones who close deals? Buyers. Close. Deals. Not sales reps. On this episode of B2B Power Hour, we talk to Nate Nasralla, the founder of Fluint. He shares how to close mo...

A great sales leader is like a conductor of an orchestra. They guide each individual instrument, knowing their strengths and weaknesses, and has positioned their players for the success of the composition. As a sales conductor, do you know your orchestra? Or do you leave each day crossing your fingers for a successful opening night? In this episode, Matt Green – CRO at Sales Assembly – shares insi...

An episode so good we decided to play it twice. Jump back in with our first replay episode as we dig through some of our best and topics to bring back to light! Running sequences on LinkedIn seems time-intensive. Obnoxious. Manual. Have you seen Sales Nav's inbox?! You're probably thinking a sequence is based off profile views, DMs, and InMails over days and weeks. And companies then try to automa...

Sales is not a "one-size-fits-all" profession. The problems sales professionals face are wide ranging and cover all sorts of topics: prospecting, discovery, prospect relationships, and more. We launched Sales Support to help you get answers to your sales challenges. Call +1 (303) 578-8581 to get your question answered... and maybe even featured in a future Sales Support episode! In this second edi...

Sales is not a "one-size-fits-all" profession. The problems sales professionals face are wide ranging and cover all sorts of topics: prospecting, discovery, prospect relationships, and more. We launched Sales Support to help you get answers to your sales challenges. Call +1 (303) 578-8581 to get your question answered... and maybe even featured in a future Sales Support episode! In this kickoff ep...

You've started building trust with a prospect, they're loaded and ready to go in Hubspot, but months later despite calls, emails, and LinkedIn post tags, you never hear from them again. Are your buyers ghosts or just ghosting you? In this episode of the B2B Power Hour, Morgan and Nick shine a light on why your buyers are ignoring you, and how you can avoid buyer rigor mortis from the beginning to...

If the relationship with your potential buyer isn't built on trust from the beginning, you can't gauge your deal, and prospects can't feel secure in their decision. Fortunately, in 2023 one of the biggest tools in building trust straight from your first outreach, is video prospecting. In this episode of the B2B Power Hour, Nick dives into what makes or breaks exceptional video prospecting with sal...

Sending the same canned outreach message shoved into a prospects inbox isn't going to get the response you're hoping for. Attaching video to your message needs to be more than just a commodity to your outreach. Prospecting with a planned and prepared video can be the difference between a difficult prospect engaging with your outreach, and sending you to spam. In this episode of the B2B Power Hour,...

One of the most effective prospecting tools for salespeople in 2023 is a having a presence on social media. Posting, commenting, getting involved builds a relationship with your prospects that drives them to your page. But once your prospects visit your profile, you need more than just a good message. The secret to building a pipeline and strengthening a salespersons social media presence is throu...

The power behind account-based sales development lies in the personalization for your buyer personas. But too often sales reps find themselves further generalizing their target accounts, further away from their pipeline than ever before. To truly understand account-based sales development, you have to get out of your comfort zone, look at your approach from other sets of eyes, and adapt your strat...

With more and more sellers who lean on traditional sales methods being ghosted, stonewalled, and falling short of their quotas, the true seller success stories are coming from those who know how to generate their pipeline through LinkedIn. In this power play episode of the B2B Power Hour, Morgan and Nick dive into the archive to develop your master framework when generating demand on LinkedIn incl...

Content is a new, powerful channel for sellers to reach their buyers. For sales reps to remain competitive, they must learn what content works, what content does not, and how to fine tune their own content creation. In this episode of the B2B Power Hour, Morgan speaks with community growth expert, former chief evangelist at Challenger, current community growth at Lavender, Jen Allen-Knuth to answe...

One of the most powerful strategies for successful sales reps in 2023 is having open conversations with prospects, influencers, and other reps on LinkedIn. In this episode of the B2B Power Hour, Morgan and Nick deep-dive into the future of sales, how sales reps are starting conversations and how those conversations can lead to accelerating deals all on LinkedIn. Listen in as we discuss: Why many t...

Creating content to build your pipeline can move at a snail race, but it’s a process that reaps rewards in the long-run. In this episode of the B2B Power Hour, Morgan and Nick discuss how to create your content to achieve resonance with your audience, rather than just pushing it out and throwing up a prayer. By creating content for your specific target customers, you can build a long-term relation...

LinkedIn is a necessity in every seller’s tool belt – but what if it was just for pure networking instead of selling? In this episode of the B2B Power Hour, Morgan sits down with LinkedIn community builder extraordinaire, account executive at Paycor, and fan of the show Riley Blaisdell to unmask the intricacies of developing your LinkedIn community. Riley is a true expert at using LinkedIn to buil...

A lost art, outbound messaging is what separates bots from humans, and decent sellers from great ones. To capture your prospects' attention and trust, you need a proven framework. Welcome to the ultimate outbound messaging power play episode! In this episode of the B2B Power Hour, Morgan and Nick compress their framework for outbound messaging inspired by the show’s brightest highlights on the sub...

With skittish potential clients and new outbound tools right on the B2B sales horizon, cold calling can feel dated and unnecessary. Some companies are planning on calling it quits on cold calling altogether. But what if your sales team just doesn’t have the understanding of how to modernize their calls to consumers in 2023? In this episode of the B2B Power Hour, Morgan dives into what drives the p...