B2B Power Hour

As the world of outbound sales has evolved, sellers need new strategies to reach buyers. You need deeper skills and insights to stay ahead with your outbound sales strategy. In this episode of the B2B Power Hour, Morgan sits down with founder at Death to Fluff, LinkedIn sales star, and Belal Beltrawy for a master class education on the essentials of great outbound selling in 2023. Listen in as we...

Research is just as important as having a strong sales process. However, with so many moving variables in an ever changing market, getting the right information before launching an outbound campaign can feel like an impossible task even for the most experienced seller. In this episode of the B2B Power Hour, hosts Morgan Smith and Nicholas Thickett deep dive into the fundamentals of research for en...

When you’re growing your company, hitting sales goals can be an all encompassing endeavor. It's easy to slap a one-size-fits-all strategy onto a big group of potential customers. But to truly develop your brand and bring in long-term customers, you have to understand and plan for their specific needs. In this episode of the B2B Power Hour, Morgan sits down with business expert and current founder...

We've dove into the archives of the B2B Power Hour and assembled the best wisdom we've dropped into this all out, first-of-its-kind Power Play Episode. Today's topic? Creating your LinkedIn profile. We're covering the three core principles for a great LinkedIn profile as a seller, informed by our hundreds of experiments and hundreds of profile reviews. Tune in to learn how to build your profile so...

Struggling to get your connection request accepted? This is the episode for you. We're diving into what to look for inside a prospect's LinkedIn profile. Listen in to learn the three profile themes to look for, the three questions to ask when visiting a profile, and the three types of messaging to use when reaching out to a prospect.

We've reviewed hundreds of LinkedIn profiles through our live profile review extravaganzas and our consulting work. What are the most common mistakes we see SDRs and AEs make on their LinkedIn profiles? Today we're diving in deep into the 12 most common problems we see when reviewing profiles – and what to do instead.

Mandy McEwen's top tip for SDRs selling on social: don't sell! SDRs use social to build meaningful relationships and qualify opportunities well before they enter pipeline. In this special interview, Mandy is breaking down what top SDRs do on social in 2023. From building a profile that isn't all about sales to deciding when to pitch (or definitely when not to), Mandy dives in to all the necessary...

Q1 has brought a few surprises: the wide range of new artificial intelligence (AI) tools, a topsy-turvy economy that's decimated banks, and a lot of rounds of layoffs across tech. We're discussing how to make sure you're not on the chopping block, the potential impact of AI, and why it's not just one individual's responsibility to solve the entire go-to-market strategy.

Antoine Marsden has a message to share: an expert SDR is looking beyond the sales stuff. They try and understand the person, the psychology, the impact of words, how people buy, why people buy. In this special interview, Antoine is breaking down what makes a great SDR in 2023. From tactical advice (like how much research you should do in advance of a call) to strategic pointers (like seeking to di...

Sales development is in trouble. We're discussing why it doesn't align with how buyers buy, the misalignment between marketing goals and sales goals, compensation plans, why outbound sucks, and what to do about it. A new flavor of episode here on the B2B Power Hour – come and join for the hot takes!

When we think about open-source, profit isn’t usually the first thing that comes to mind, but these communities have a powerful secret that we NEED to uncover. We’re going to be figuring out how Open-Source approaches community AND why it’s powerful driver for business ($$$) Claus Ibsen, Senior Principal Software Engineer at Red Hat, is joining us to break down how software companies approach the...

Anyone tired of ChatGPT filling your feeds? Well just wait for the next couple of years... AI is here to stay. But what is its actual power? How can sellers harness AI to improve their research, prospecting, and selling? Collin Mitchell (Humantic AI), James Reichmuth (regie.ai), and Eric Nowoslaski (Clay) are joining the show to discuss where AI is at today, and how it will change selling -- forev...

Onboarding is a critical piece of your growth strategy, but that's not how it's treated So, how do we go from compliance week to accelerator? We're hosting a roundtable with GTM leaders Leslie Venetz & Tara Pawlak to understand how they're using onboarding as a tool to crush growth goals in 2023. Join us for this B2B Power Hour workshop on: ✅  How does onboarding fit into the bigger growth strate...

What does it take to properly onboard new SDRs and AEs? With high turnover and stratospheric quotas, sales organizations need to figure out how to train and retain great talent. Stephanie White and Stephanie Benavidez, two rockstar sales enablement leaders, are joining the show to break down what it takes to make the most of their first 60 days. Join us for this B2B Power Hour workshop on: ✅  The...

This week we are teaming up with Social Social to go ALL IN on social selling. You’ll learn: - The benefits of social selling - Specific examples and ways social can be used for sales - If your company/industry is even a fit for social selling - How to navigate employer resistance and rules of engagement - How to use comments to your advantage - Exactly how much time you should commit to social ac...

What’s the most critical area growth teams can build in 2023? An aligned go-to-market. This show started with a seller & marketer realizing they were on different paths. They decided to stop complaining about “sales/marketing alignment” and start building in public. Season 3 is diving DEEP into what companies need to change to actually sell to new customers And it requires more than just a better...

Welcome to this special 5-part series on breaking into tech sales. We're hosting special conversations with sellers from non-traditional backgrounds, unpacking their story and discussing what they learned on their journey into tech. Caspian Lewke is a Senior SDR at Gong, a conversational intelligence platform. But he actually got started in finance – first a stint at KPMG and then as an investment...

Welcome to this special 5-part series on breaking into tech sales. We're hosting special conversations with sellers from non-traditional backgrounds, unpacking their story and discussing what they learned on their journey into tech. Fallon Stuart was a schoolteacher for middle and high school, but made the career leap into an Enterprise BDR position for One Identity, a cybersecurity firm. We break...

Welcome to this special 5-part series on breaking into tech sales. We're hosting special conversations with sellers from non-traditional backgrounds, unpacking their story and discussing what they learned on their journey into tech. Christyl Tabbert started out in hospitality as a Supervisor at Four Seasons. But after a sales stint for a small lock company, she broke into tech sales at Gong. Chris...

Welcome to this special 5-part series on breaking into tech sales. We're hosting special conversations with sellers from non-traditional backgrounds, unpacking their story and discussing what they learned on their journey into tech. Barrett Unger is an Account Executive at Immersa, a data automation startup. Before he got into the startup sales life, he was a project engineer at Unilever (and prev...

Welcome to this special 5-part series on breaking into tech sales. We're hosting special conversations with sellers from non-traditional backgrounds, unpacking their story and discussing what they learned on their journey into tech. Morgan Buchanan started her career as a professional ballet dancer. Now, she's an Account Executive for SMB markets at Spekit, a sales enablement tool. She charts her...

So your company hasn't "done the work" to get strong product-market fit. But you still have a quota 😳 It's clear your product is solid. Yet prospects continue to be wishy-washy on actually buying... What do you do? Can an individual seller save a company that hasn't yet achieved product-market fit? Join us for this B2B Power Hour workshop on: ✅  Experimenting to save your quota -- and the compan...

You've probably heard of Cognism by now: leaders in sales intelligence, but also social prowess. Their wicked demand engine is only matched by how active their teams are on social – both sales AND marketing. David Bentham and Liam Bartholomew are joining the show to discuss how great demand changes the way they sell – and how they sell to sellers. Join us for the Enterprise of Social on: ✅  Does...

Product-led growth. Social selling. Community marketing. ABX. AI and automation. The macroeconomy. There's some serious change afoot... some would say overwhelming. But what actually matters? We're cracking open our magic eight ball and discussing what will change everything – and what to definitely ignore. 🎱 Join us for this B2B Power Hour workshop on: ✅  Where automation fits in ✅  Why PLG is...

Are you still prospecting like it's 2017? Or worse... 1999? 😳 It's no secret buyers are more likely than ever to ignore your pitch. But why?! What's changed? As we approach the end of the year, we're revealing how old-school prospecting tactics will keep you behind the competition in 2023 – and what to do instead. 🎯 Join us for this B2B Power Hour workshop on: ✅ How narrow lists will win in 202...