Outbound Squad

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...

Adam Beaton is a Sales Development Rep at LeadIQ. He's in his first few months at the role and has no previous sales experience. In this episode, we talk about how to nail your first 90 days on the job as a new rep. We dig into how to learn about the industries and people you prospect to, coaching yourself, and cold call openers. Connect with Adam on LinkedIn and check out LeadIQ here. Resources m...

We're moving to once per week episodes starting next week. Plus, I share four tips on how you can be more creative with your prospecting. Resources mentioned in the episode: Think Outside the Script Summer Virtual Tour Show Notes Page Reply Method Guide Become a Think Outside the Script Member

Suraj Sampath is an SMB Account Manager at DocuSign. In this episode, we talk about what it's like prospecting at a scrappy startup. At the time of our interview, Suraj hadn't accepted his new job at DocuSign. His previous two jobs were at scrappy startups competing against companies like Salesforce and SAP. We talked about rejection, cold calls, and how to make a name for yourself at your company...

Sam Crew is a Regional Sales Manager at ExtraHop. In this episode, we dig through his outbound process for achieving 25-35% response rates. He breaks down his outbound approach into three buckets: low-hanging fruit, bread & butter, and air coverage campaigns. Connect with Sam on LinkedIn here and check out ExtraHop here. Resources mentioned in the episode: Think Outside the Script Summer Virtual T...

Kayla Cytron-Thaler is in Enterprise Business Development at Domino Data Lab. In this episode, we talk about how to stand out above the noise when you're prospecting. She's sent 250 personalized videos in the last few months and shares her process for using LinkedIn videos to generate 35%+ response rates and tons of meetings. Connect with Kayla on LinkedIn here and check out Domino Data Lab. Resou...

Lewis Chawko is a Sales Development Rep at Tessian. In this episode, we talk about how he prospects into security, compliance, and IT professionals. He shares his process for learning about your prospect's day-to-day, sequencing strategies, and using LinkedIn videos to land meetings Connect with Lewis on LinkedIn here and check out Tessian here. Resources mentioned in the episode: Think Outside th...

Chris von Huene is an Account Executive at Xerox. In this episode, we talk about how he approaches prospecting. He's a super knowledgeable dude and shares how he uses storytelling, illuminating questions, and content libraries to land meetings with his ideal prospects. Connect with Chris on LinkedIn here. Resources mentioned in the episode: Think Outside the Script Summer Virtual Tour Show Notes P...

Scott Sambucci is a Sales Coach for B2B tech startups, author, and speaker at SalesQualia. He's also become a good friend over the last year. In this episode, we talk about how an endurance mindset can help us become more successful in sales. We dig into how Scott got into running ultra-marathons, where discipline comes from, and what he sees startup founders and salespeople struggle with. Connect...

Evan Carlton was the Sales Enablement Manager at a medium-sized SaaS company before he was laid off due to COVID-19. In this interview, Evan shares his journey navigating the layoff and the process he's using to find new opportunities right now. Connect with Evan on LinkedIn here and check out the LinkedIn post he wrote about being laid off here. Resources mentioned in the episode: Think Outside t...

Amy Quick is currently a business development executive at IntelliMagic and co-founder at 5 on Friday. She crushes on LinkedIn and is a world-class prospector. In this episode, we talk about prospecting to Fortune 100 executives, how to find out if the prospect is a decision-maker, and how to show prospects you're interesting and valuable to talk with. Connect with Amy on LinkedIn here and check o...

Belal Batrawy is Head of Sales for Stratifi and community leader at Death2Fluff, a Bravado community. He has experience being on the founding sales team for seven companies now. In this episode, he shares his tricks of the trade when it comes to prospecting and messaging.  Connect with Belal on LinkedIn here, join his Death2Fluff Bravado community here. Resources mentioned in the episode: Show Not...

Nimit Bhatt is Managing Director of Business Development & Partnerships at memoryBlue. What sticks out about him is that he's spent his entire career working his way up the ladder at memoryBlue. In this episode, we talk about the patterns of successful SDRs based on his 8 years of experience in the industry and personally managing 300+ SDRs. Connect with Nimit on LinkedIn here, check out his podca...

Jessica Magoch is the founder at JPM Sales Partners, where she's sharing what she learned recruiting, training and leading a commission-only B2B Startup Sales Team from $0-$100M. In this interview, we talk about emotional intelligence in sales.  Connect with Jessica on LinkedIn here and check out JPM Sales Partners here. Resources mentioned in the episode: Show Notes Page Reply Method Guide Join O...

Jay Baer is a 7th-generation entrepreneur, author of 6 best-selling business books, and founder of 5 multi-million dollar companies. In this episode, we talk about how to stand out as a sales professional, Talk Triggers, and how to move beyond solutions selling. Connect with Jay on LinkedIn here, check out Talk Triggers here and check out Convince & Convert here. Resources mentioned in the episode...