Next Best Customer

Summary In this conversation, Blake Johnston emphasizes the significance of pre-call education and framing in the sales process. He discusses strategies for engaging prospects before meetings, including the use of text messages over emails, personalized follow-ups, and the collaboration between sales and marketing teams. The conversation highlights the impact of effective communication on reducing...

In this episode, we discuss how to begin and end a first B2B sales call to maximize conversion. This information is based on working with hundreds of clients on cold lead conversion and B2B prospecting. In our free Cold Lead Conversion course ( www.coldleadconversion.com ), we walk through all the key steps it takes to convert prospects into revenue.

In this episode, we talk through some groundbreaking work were doing with clients helping them map their total addressable market. This is a completely different way to think about the current state of who you're targeting and how you move them from not knowing your company at all into the sales pipeline and eventually to a closed deal.

In this episode of Next Best Customer, I talk with Jason Wilmot of Hacktics. Jason is an absolute expert in all types of paid advertising. We talk through the basics that everyone should be doing as well as in-depth Facebook and Google paid strategies. For more info on Jason check out hacktics.com Jason's LinkedIn Profile: https://www.linkedin.com/in/mrjasonwilmot/

In this episode of Next Best Customer, I have the opportunity to speak with Nigel Green about 2021 sales strategy planning. Nigel is the author of  Revenue Harvest and someone you need to be following in the sales world.  Nigel's company works with leadership teams on designing, building, and implementing winning sales strategies.  Revenue Harvest: https://therevenueharvest.com/ Nigel's LinkedIn:...

In this episode, I have the opportunity to connect with Michael Gegg of South Thames Marketing about critical B2B Marketing trends. Michael's team put together an extensive research report studying how to stand out in professional services marketing. During our conversation we dive into topics about content strategy, messaging, and what marketers actually want to read! Download the full report her...

In this episode of Next Best Customer, we talk with Ann Sieg of E-Commerce Business School. Ann is an absolute market expert for both B2B and B2C. During our conversation we talk about how e-commerce marketing relates to more core B2B marketing, specifically diving into really owning the funnel.  Check out Ann's LinkedIn profile here: https://www.linkedin.com/in/annsieg/ I hope you enjoy the show!

In this episode, Jason Bay of Blissful Prospecting drops by and discusses holistic marketing strategies, how to create great messaging, and everything else outbound marketing. If you aren't following Jason and Blissful Prospecting you should be, they are putting out some of the best B2B sales and marketing content in the space.  Jason's LinkedIn Profile: https://www.linkedin.com/in/jasondbay/

In this episode of Next Best Customer, Seth Thompson from Imperium Data Networks joins us to talk LinkedIn strategy and personal branding. Seth is an awesome follow on LinkedIn, he puts out really engaging content. For more info on Seth, check out his LinkedIn profile below. Seth's LinkedIn Profile: https://www.linkedin.com/in/seththompson/ For More Information on Next Best Customer Visit: www.out...

In this episode, we dive into some advanced tactics using offline strategies to drive outbound marketing. Postal.io is this awesome new platform that helps with things like sending handwritten notes, personalized packages, and unique gifts to both prospects and customers.  Check out Erik here on LinkedIn: https://www.linkedin.com/in/erikkostelnik/  

In this episode, we have Callum Henderson on to provide some incredibly tactical prospecting advice. Callum spends all day, every day in the trenches booking meetings for clients. We talk about cold calling, cold email, and Linkedin prospecting. Connect with Callum here: https://www.linkedin.com/in/callum-henderson-a961075a/?originalSubdomain=uk

In this episode of Next Best Customer, we talk through building playbooks for upselling existing customers. So many companies spend time and effort on net new clients but there is a much faster path to revenue by upselling clients you already have. I hope you enjoy the show!

In this episode of Next Best Customer, we dive into B2B content marketing with Ali Schwanke, the CEO of Simple Strat. Ali has a fantastic perspective on how to create content that people actually care about. At the same time, Ali is extremely tactical when it comes to building content that is findable online.   Check out Ali on LinkedIn here: https://www.linkedin.com/in/alischwanke/ Learn more abo...

In this episode we dive into some external coaches we recently hired at OutboundView to help us with sales and marketing.. I talk about the process we went through working with specific coaches and how they are helping our business. We also talk about sales call grading, which is something that sales organizations need to be doing more of.

In episode 10 of Next Best Customer, I had Jeremy Boudinet of Nextiva join to talk about content strategy, promotion, and PR. Jeremy is an absolute expert in everything content-related. He has some incredibly tactical advice on how to build, distribute, and promote content to get the best results.  Make sure you follow Jeremy on LinkedIn: https://www.linkedin.com/in/boudinet/

In this episode, Chris Walker from Refine Labs joins Next Best Customer to talk about everything B2B sales and marketing. Chris is an absolute expert on strategy but also has incredibly tactical advice on things like paid advertising, content marketing, outbound marketing, and lead generation.  If you aren't following Chris on LinkedIn you should be!

In this episode of Next Best Customer, we have Ryan Reisert from ConnectAndSell join us to talk about everything top of funnel marketing and outbound marketing. Ryan is an absolute expert when it comes to B2B lead generation. We talk about why existing metrics are flawed in inside sales and how to generate more conversations with your target market.

In this episode of Next Best Customer, I have Will Kloefkorn of EcSell Institute join me to talk about using sales coaching to drive revenue. We talk about how you actually measure the quantity and the quality of sales coaching that's happening in your organization. Nothing is more impactful than great coaching in your sales organization! 

In episode six of Next Best Customer, we dive into the confusing topic of B2B Buyer Intent Data. We look at different types of intent data, our experience using intent data, and expectations you should have as a B2B sales leader or marketer.

In this episode, Ollie Whitfield from Creation Agency joins us to talk about designing and implementing incredible virtual events and webinars. Ollie works with a lot of great brands in the sales and marketing space and provides context on the key components to having a successful online event.

Given the craziness of the Coronavirus we are all facing something a little different from a sales and marketing perspective. I had Ryan Pereus of Pereus Marketing join the podcast to discuss what he's seeing across all heir outsourced inside sales clients. I do the same with what I'm seeing at OutboundView. Enjoy the show!

One of the best lead sources comes from people who have experienced your product or service at a previous company. We talk about how to systematically track down all the past contacts and clients who have experienced your brand and are in a position to purchase from you again. 

When you think of inside salespeople there are typically two types, inbound or outbound. We explore why every single marketing department needs their own dedicated inside salesperson doing all the 1:1 things that a typical marketing department can't do. 

In episode, one we dive into an overview of the podcast and things we'll be covering on a regular basis. We also talk through the OutboundView story and how we grew from zero inbound leads as the company started, to now an average of 50 inbound leads per month.