Outbound Squad

Thibaut Souyris is the founder of SalesLabs. He's a sales coach and trainer who came up with a really cool concept called the T-shaped SDR. In this episode, we dig into how you can supplement cold outreach with networking and content creation. Connect with Thibaut here on LinkedIn and check out SalesLabs here. This episode is brought to you by Wingman. Capture the winning moments from your sales c...

Nate Branscome is a Strategic Account Executive at Chili Piper. He started his career in outside sales and then moved into inside sales selling software. They have a very unique approach to cold emails and using GIFs to demo snippets of their product to prospects. We discuss that and more in our interview together. Connect with Nate on LinkedIn here and Chili Piper here. This episode is brought to...

David Priemer is the founder and Chief Sales Scientist at Cerebral Selling. I've learned a TON from this dude and he really knows his stuff. We talk all about empathy-based discovery and how to run a really great discovery call with a prospect. Connect with David on LinkedIn here and check out his new book Sell the Way You Buy. This episode is brought to you by Wingman. Capture the winning moments...

Grant Horvath is a recently promoted Account Manager at LivePerson. Prior to becoming an Account Manager, he crushed his quota by 200% at LivePerson. We talk about the importance of being comfortable with being uncomfortable, starting from the intent, and always asking why. Connect with Grant on LinkedIn here and check out LivePerson here. Resources mentioned in the episode: Think Outside the Scri...

John Barrows is CEO and founder at JB Sales Training. This is an audio excerpt from his talk on the Think Outside the Script summer virtual tour. We dig into his 12 life principles for success and what he's learned about mindset from his experience of over 20 years in sales. Connect with John on LinkedIn here and check out JB Sales Training here. Resources mentioned in the episode: Think Outside t...

Justin Welsh coaches and consults with SaaS founders and sales leaders to accelerate recurring revenue toward $50M+. This is an audio excerpt from his talk on the Think Outside the Script summer virtual tour. We do a DEEP dive into personal branding in this episode and answer tons of listener questions. Connect with Justin on LinkedIn here and check out his website here. Resources mentioned in the...

Nick Dixon is a Senior Sales Development Rep at Falcon.io. In his first 90 days on the job, he was able to secure a spot as the top SDR at the company. In this episode, he outlines eight keys to his success. Connect with Nick on LinkedIn here and check out Falcon.io here. Resources mentioned in the episode: Think Outside the Script Summer Virtual Tour https://tour.blissfulprospecting.com/ --- Show...

Kristina Finseth is Growth Marketing Lead at Interseller. This episode is full of great cold email tips. We talk about her process for getting 20%+ conversion rate into meetings, what to leave out of your cold emails, and why getting prospects to look at your website is key. Connect with Kristina on LinkedIn here, and check out Interseller here. Resources mentioned in the episode: Think Outside th...

At the time of recording, Becc Holland was Head of Sales Development at Chorus.ai. She recently turned her Flip the Script tour into a business where she's doing putting out some killer outbound content. This is an audio excerpt from her talk on the Think Outside the Script summer virtual tour. She digs into learning more about your prospects, sequencing best practices, and how to scale any sales...

This is the audio excerpt from the live webinar we did together on the Think Outside the Script summer virtual tour. We have two special guests on the podcast for this one. Alexine Mudawar carries 7+ years of SaaS sales experience backed by numerous President’s Club awards, quarterly high achievement recognitions, and a consistent track record of surpassing quota. She is an Account Executive at Di...

Calvin Patterson IV is an Account Executive at Concert. He's a super solid dude and we talked about how to be more memorable during the job hunting and/or prospecting process. We also dug into two badass guides he created that you should definitely check out: New Sales 101 Interviewing 101 Connect with Calvin on LinkedIn here and check out Concert here. Resources mentioned in the episode: Think Ou...

Marcus Chan is the President and Founder at Venli Consulting Group. He's hired, trained, and developed teams that have sold $700M+ over the last 10 years. We had a great discussion around confidence bank accounts, getting out of slumps, and routines critical for sales success. Connect with Marcus on LinkedIn and check out Venli Consulting Group. Resources mentioned in the episode: Think Outside th...

Art Sobczak is a highly sought after sales trainer and best-selling author of Smart Calling (my favorite prospecting book). This is the audio excerpt from the live webinar we did together on the Think Outside the Script summer virtual tour. In this talk, he digs into how to make Smart Calls instead of cold calls, conduct proper pre-call research, and how to eliminate rejection. You'll also learn a...

Kevin "KD" Dorsey is VP of Inside Sales at PatientPop. This is the audio excerpt from the live webinar we did together on the Think Outside the Script summer virtual tour. This is a masterclass in how to write great cold emails from the man himself. Learn personalization strategies, copywriting, and effective ways to follow up. Connect with Kevin on LinkedIn here and check out PatientPop here. Res...

Lou Casados III is an Account Executive at ChannelAdvisor. In this episode, we talk about something pretty unique for the podcast: how to become a strategic advisor. In other words, how do you get prospects to see you as a resource instead of a salesperson? We dig into how he approaches cold outreach, sequencing, and multi-threading into enterprise accounts. Connect with Lou on LinkedIn here and c...

Andy Duwe is SDR Team Lead at Ambition. In this episode, we talk primarily about cold calling. Ambition used to be a client at his previous employer, which is how he got the job. We dig into how he cold calls and engages prospects with questions that get them to stop and think. Connect with Andy on LinkedIn here and check out Ambition here. Resources mentioned in the episode: Think Outside the Scr...

Richard Smith is co-founder and head of sales at Refract.ai. This is the audio excerpt from the live webinar we did together on the Think Outside the Script summer virtual tour. He digs into real recordings of him using the OPTICS™ cold calling framework they created from their work analyzing and making tens of thousands of cold calls. Connect with Richard on LinkedIn here and check out Refract.ai...

Sarah Brazier from Gong.io and Sarah Jane Hicks from Predictable Revenue join us to share everything about their approach to prospecting. This is the audio excerpt from the live webinar we did together on the Think Outside the Script summer virtual tour. This was a KILLER interview and they dug into empathy, cold calling, cold email, LinkedIn, and how to use a metric-based approach to planning you...

Josh Braun joins us in this episode to talk about diffusing objections. This is the audio excerpt from the live webinar we did together on the Think Outside the Script summer virtual tour. If you're looking for a different way to handle your most common prospecting objections, this is a must-listen. Connect with Josh on LinkedIn here and check out his website here. Resources mentioned in the episo...

We're mixing it up this episode and interviewing two brothers both in sales. Darren and Erik McKee come from very different career backgrounds, sell different products, and sell to very different-sized businesses. In this episode, we talk about prospecting as an introvert vs. extrovert, motivation, and sales styles. Connect with Darren on LinkedIn here and check out Insperity here. Connect with Er...

Dale Dupree is the founder of The Sales Rebellion and the host of the Selling Local Podcast. In this episode, we dig into creating experiences for your prospects. Dale also talks about why it's important to know the ins and outs of the businesses you're prospecting to, pattern interrupts, and how to be more curious when you're prospecting. Connect with Dale on LinkedIn and check out the Sales Rebe...

Billy Sturgis does mid-market sales development for SalesLoft. In this episode, we talk about the importance of not reinventing the wheel. Odds are someone at your company is crushing quota. Or someone is putting out content on how they're crushing quota. Billy shares how you can copycat their strategies and tactics, while still learning how to make things your own. Connect with Billy on LinkedIn...

Stephen Chase is a Sales Operations Lead at Operatix. In this episode, we talk about using humor in your cold outreach. We also dig into how you can show your personality, but also provide value at the same time. He shares his three-step process for getting started. Connect with Stephen on LinkedIn here and check out Operatix here. Resources mentioned in the episode: Think Outside the Script Summe...

Jon Mazza is a Senior Sales Development Representative at LeadIQ. In this episode, we talk about competitors. You're really going to enjoy this if prospect into companies using your competitor's product. We also dig into triggers for starting conversations and workflows for increasing productivity. Connect with Jon on LinkedIn here and check out LeadIQ here. Resources mentioned in the episode: Thi...

Blake Johnston is CEO at OutboundView where they help organizations design, develop, and implement successful outbound sales and B2B lead generation strategies. In this episode, we dig into outbound trends—where the industry is heading, the importance of high-quality data, and how to know if it makes sense to have an inside sales team or not. Connect with Blake on LinkedIn here and check out Outbo...