The B2B Sales Podcast

In this season 3 wrap up, Ara and Thibaut exchange on this second season and the 13 episodes they ran together. They share their analysis of each episode and guest, as well as their learnings. Season 4 will start on the 14th of October, and we have something special for you. We are looking for candidates to get free coaching and consulting from the best experts in B2B sales. If that's you, fill th...

In this new episode, Thibaut interviews Blake Hudson about finding your voice and expressing it. Blake is a Sales Manager at Victory Lap, and LinkedIn content creator. In this discussion, Blake shares his tips on how to find your voice and express it. He also shares his experience running for state senate at 24, as well as differences and similarities between sales and politics. You can find Blake...

In this new episode, Thibaut receives Jason Bay, for a tactical conversation on cold outreach and prospecting. Jason is Chief Prospecting Officer at Blissful Prospecting. He is also an incredibly talented marketer. In this interview, Jason shares 7 prospecting plays he teaches and uses to land more meetings. He also shares the tactics that got him invited on over 60 podcasts, as well as his though...

In this new episode, Thibaut receives Laura Moniz de Aragão, who shares her secrets to a stellar sales career and how to deal with self-limiting beliefs. Laura is VP Revenue Growth at nudge, the world’s leading financial wellbeing platform. In this interview, Laura shares the strategy that got her from BDR to Director of Enterprise Sales in less than 6 years. She also shares the story of her 1M£ c...

In this new episode, Ara receives Nick van der Kolk, for an insightful conversation on how to manage teams in a hyper-growth environment company. Nick is VP Sales SMB at TravelPerk, the next-generation business travel platform pioneering the future of business travel. In this interview, Nick shares with us the challenges of working in a fast-growing company, focusing on the techniques to create a...

In this new episode, Thibaut receives Henrique Moniz de Aragao, for an in-depth discussion on how to set a revenue operations in EMEA. Henrique is the GM EMEA at G2, the world's leading B2B software and services review platform. In this interview, you will discover the various setups you can choose when setting a revenue operations team in EMEA. You'll also discover how to market a US brand in EME...

In this new episode, Thibaut receives Francis Brero, for a conversation on how to build rapport and sell in the US vs Europe. Francis is the Co-Founder and CRO or Madkudu, a marketing opps platform to help marketers bring their data together. In this interview, you will discover the main differences and similarities between selling in the US vs Europe. You will also learn tactical tips on how to q...

In this new episode, Thibaut receives Richard Smith, for a tactical conversation on how to generate opportunities through cold calling in 2020. Richard is the Co-Founder and Head of Sales or Refract, a sales call analysis solution. In this interview, you will discover why is cold calling still important in 2020, how to get started with cold calling, and tactical tips to build healthy cold cal...

In this new episode, Thibaut receives Patricia DuChene, for an inspiring conversation on how to build small sales teams and become a role model for women in sales. Patricia is the VP of Sales at Postal.io. She has extensive experience building sales teams in the US, EMEA and APAC. In this interview, you will discover how Patricia has built sales teams all around the world, a few strategic moves wh...

In this new episode, Thibaut receives James Buckley, for a spontaneous conversation on sales and sales development. James is the Director of Sales Execution & Evolution at JBarrows Sales Training. He has been selling door-to-door for a few years, before moving to tech sales and finally joining the JBarrows Sales Training team. In this interview, you will learn about building a personal brand o...

In this new episode, Thibaut receives Alex Olley, for a discussion on how he re-became an SDR to help his team during the lockdown. Alex is the Co-Founder of Reachdesk. He has been for 9 years and he now heads the revenue and marketing teams and helps sales development teams use direct mail and gifting to start conversations. In this interview, you will discover why Alex decided to go back to pros...

In this new episode, Thibaut receives Mark Colgan, for a tactical conversation on how to find and use triggers for cold outreach. Mark is the CRO of TaskDrive. He has been for 12 years in B2B Sales and Marketing, and he is currently helping SDRs personalize their outreach, while living the dream of working remotely. In this interview, you will discover how to find valuable triggers to personalize...

In this new episode, Thibaut receives Kevin Indig, for an in-depth conversation on how reps can build credible content to book meetings. Kevin is VP SEO & Content at G2. He has a strong technical SEO background and developed into a marketing leader over the last couple of years, building and leading teams at several companies along the way.  In this interview, you will discover how to bui...

In this new episode, Thibaut receives Tom Boston, for a fantastic conversation on how to use humor to stand out on LinkedIn. Tom is an SDR at Salesloft, where he's part of the EMEA sales team. With so many people creating and curating content, it can be challenging to know how to stand out. In this interview, you will discover how to find your unique voice on LinkedIn, how to generate funny posts...

In this season 2 wrap up, Ara and Thibaut exchange on this second season and the 12 episodes they ran together. They share their analysis of each episode and guest, as well as their learnings. Season 3 will start on the 1st of July. You'll have the possibility to attend the episodes recording and ask questions to the guests. This access is for customers of the T-shaped SDR Online Training only. Si...

In this new episode, Ara receives Marcela Cardenas, for a thought-provoking conversation on how to build, scale, and run international sales team. Marcela is a B2B sales reference in Latin America, where she built Groupon LatAm from the ground up, before joining CDiscount Colombia, and finally heading the Global Sales Team at Cabify. In this interview, you will discover how to keep and open mind a...

In this new episode, Ara receives John Barrows, for an eye-opening conversation on what personalization and relevance look in cold outreach. John is a legend in the world of SaaS sales. He has trained reps at Salesforce, Slack or Salesloft and he is one of the most recognized voices in the industry. In this interview, you will discover how to personalize your cold outreach, why every AE should sti...

In this new episode, Thibaut receives Alfie Marsh, Head of US Sales at Spendesk for an interview on how to build a personal brand on LinkedIn, while working on a full-time job. Alfie was the first SDR for Spendesk in the UK, before climbing the ladder and taking over the US market. In this interview, you will discover the routine of Alfie to create regular content, how he managed to create high qu...

In this new episode, Thibaut receives Trevor Martin, CEO of Noms Bake Shop for an interview on how to use gifts in cold outreach sequences. Trevor has founded Noms Bake Shop in 2015 in Phoenix, Arizona. In this interview, you will discover how to build sequences using physical gifts like cookies. Trevor shares a framework to select a gift provider and best practices to include these gifts in your...

In this new episode, Thibaut receives Scott Leese, CEO & Founder of Scott Leese Consulting for an in-depth conversation about Scott's sales career. Scott has been in sales leadership in 6 tech startups and built 9 figures revenues multiple times. He's now fully focused on his sales consulting business. In this interview, you will learn about Scott and his career, understand how to quickly beco...

In this new episode, Thibaut receives Saood Shah, VP Customer Success and Professional Services at Contentful for a conversation on customer success and how this crucial business unit can help sales. Saood has a strong experience in building professional services units, and more recently, customer success teams. In this interview, Saood and Thibaut exchange on how sales and customer success work t...

In this new episode, Thibaut receives Veronika Riederle, CEO & Co-Founder at Demodesk for a conversation on how to run an online SaaS demo. Veronika has experience working in the corporate world and consulting, before founding Demodesk, an intelligent online meeting tool for sales teams. In this interview, Veronika and Thibaut exchange on how to prepare for a good online demo, mistakes to avoi...

In this new episode, Ara receives Robert Anders, Head of Sales at Comtravo, for a conversation on how to develop and coach sales people. Robert has experience building companies and sales teams from scratch. Before joining Comtravo as Head of Sales, he co-founded Travelcircus. In this interview, Robert and Ara exchange on how to develop and coach sales people, how to make sure boundaries are clear...

In this new episode, Thibaut receives Steve Benson, CEO of Badger Maps, for a great conversation on how to lead a sales team in tough times. Steven has experience working at IBM, HP, and Google, before starting Badger Maps, a sales enablement tool for field sales reps. In this interview, Steve and Thibaut exchange on how to make tough decisions with your sales team, how to lead your reps in uncert...

This episode is an interview of Thibaut by Diogo Bronze, from Lisbon Unlimited Podcast. In this interview, Thibaut shares insights on how to start conversations with prospects, when you are locked down at home. He gives tactical tips on how to adapt your messaging and keep building your pipeline. You can find Thibaut on LinkedIn here: https://www.linkedin.com/in/thibautsouyris/ Go check SalesLabs...