Shows
The B2B Sales PodcastWhy InMails suck (and what to use instead), with Thibaut SouyrisIn this episode, Thibaut discusses the limitations of using LinkedIn InMails for B2B sales prospecting and offers practical alternatives to increase your success rate. Learn how to optimize your LinkedIn strategy to engage more effectively with prospects.Main Topics Covered:Inefficacy of InMails: Exploring why InMails are not suitable for sales prospecting and are better suited for marketers to run ad campaigns.Optimizing Your LinkedIn Profile: Key strategies to attract prospects and build trust through your LinkedIn profile.Finding Triggers: How to identify relevant information about prospects that can serve as conversation starters.Writing Effective...2024-05-0804 minThe B2B Sales PodcastA creative way to poach your competitor’s audience, with Thibaut SouyrisIn this episode of the B2B Sales Podcast, host Thibaut shares a valuable system for leveraging your competitors' audiences to generate a continuous stream of qualified leads. Discover a step-by-step method to identify potential customers through your competitors' marketing efforts and how to engage with them effectively to increase your meeting bookings.Main Topics Covered:Identifying your competitors using tools like G2 to build a targeted list.Conducting a LinkedIn audit of these competitors to evaluate their engagement levels.Scrolling through organic posts and ads to find potential leads that match your Ideal Customer Profile...2024-04-1004 minThe B2B Sales PodcastA complete guide to personalizing your outreach, with Thibaut SouyrisJoin Thibaut, your host, in this episode of the B2B Sales Podcast as he unveils his step-by-step process for personalizing outreach efforts. Discover how to identify personalized elements, link them to your prospects, and effectively use them as triggers to increase engagement and book more meetings.Main Topics CoveredUnderstanding Prospect's Problems: Thibaut emphasizes the importance of knowing your prospect's problems before personalizing outreach efforts.Finding Personalization Elements on LinkedIn Profiles: Learn where to find personalized elements on your prospect's LinkedIn profiles, including the about section, posts, and activity.Exploring Personalization Elements About Their Companies...2024-04-0305 minThe B2B Sales PodcastHow I use Amplemarket’s AI features to prospect, with Thibaut SouyrisJoin Thibaut, your host, in this episode of the B2B Sales Podcast as he unveils his efficient process of leveraging Amplemarket's AI features for prospecting. Discover actionable steps to integrate Amplemarket into your tech stack and explore time-saving features to streamline your prospecting efforts.Main Topics CoveredLeveraging Amplemarket for Prospect Export: Thibaut shares insights on how to export leads from LinkedIn using Amplemarket's AI features, enhancing your prospecting efficiency.Data Enrichment with Amplemarket: Learn how to enrich data and verify lead relevance using Amplemarket's filtering and data enrichment capabilities.Utilizing Amplemarket's Copywriter Feature: Explore...2024-03-2603 minThe B2B Sales PodcastA 15-seconds cold call opener you can’t afford to ignore, with Thibaut SouyrisIn this episode of the B2B Sales Podcast, Thibaut shares an effective cold calling opener. While not a fan of traditional cold calling, Thibaut highlights the benefits of utilizing simulators for comfortable and rejection-free practice.Main Topics CoveredColloquial Opener for Cold Calls: Thibaut introduces a three-part structure for a cold calling opener.Salutation: A brief introduction with the first name to capture the prospect's attention.Labeling the call: Addressing the unfamiliarity and nature of the call, setting the stage for transparency.Suggesting to End the Call: Offering the prospect an option to continue or...2024-03-0503 minThe B2B Sales PodcastWhat prospecting and Netflix have in common, with Thibaut SouyrisIn this episode of the B2B Sales Podcast, Thibaut introduces the powerful concept of the "Netflix Effect" for salespeople. Learn how to shift your focus from merely booking meetings to stimulating conversations using human curiosity. Thibaut draws parallels with Netflix series cliffhangers to explain how teasing instead of giving information can elevate your prospecting game.Main Topics CoveredThe Netflix Effect Concept: Understanding how the approach of teasing information sparks curiosity and engagement.Real-world Example: Applying the Netflix Effect to prospecting in the B2B tech industry, specifically for sales reps in a finance-focused platform...2024-02-2704 minThe B2B Sales Podcast4 steps to building a problem calculator, with Thibaut SouyrisIn this episode of the B2B Sales Podcast, Thibaut unveils the power of creating a problem calculator for effective prospecting. Learn how to identify significant, quantifiable problems, connect them to measurable metrics, and build a compelling before-and-after calculator. Thibaut shares the strategy to tease this calculator in prospecting messages, capturing curiosity and prompting more replies.Main Topics CoveredIdentifying Prospect Problems: The importance of finding massive, quantifiable issues your prospects care about.Connecting Problems to Metrics: Matching the identified problem with a metric your solution directly impacts.Building Before-and-After Calculators: Creating a simple yet impactful...2024-02-2003 minThe B2B Sales PodcastDesigning your Power Hour: A Step-by-Step Guide, with Thibaut SouyrisIn this insightful episode, Thibaut shares a practical guide on creating a "Power Hour" for focused prospecting, emphasizing how consistency is key to sales success. He walks through a three-step process to establish a productive prospecting routine that can transform your sales results.Main Topics CoveredDesigning Your Power Hour: The importance of protecting your calendar and dedicating a specific time for prospecting.Planning Your Power Hour Activities: A detailed breakdown of activities including follow-ups, finding new prospects, and adding them to sequences.The Prospecting Engine Course: An introduction to Thibaut's course designed to enhance prospecting...2024-02-0604 minThe B2B Sales PodcastA special invitation for you, with Thibaut SouyrisIn the first episode of 2024, Thibaut offers a brief update on a challenging start to the year due to illness and introduces the upcoming launch of his new course, "The Prospecting Engine." This course aims to empower salespeople with the skills and strategies needed to effectively start conversations, book meetings, and build a robust pipeline.Main Topics CoveredPersonal Update: Thibaut and his family's recovery from a severe flu at the end of December.The Prospecting Engine Course: An online course designed to equip salespeople with essential prospecting skills, set to launch on January 31st.Building...2024-01-0902 minThe B2B Sales PodcastMy top 3 prospecting tactics of 2023, with Thibaut SouyrisIn this episode, Thibaut shares his three most effective prospecting tactics from 2023. He details each tactic, explaining how they led to impressive reply and meeting rates, and ultimately, opportunities. Thibaut invites listeners to sign up for his Tactical Selling newsletter for more insights and access to his upcoming 2024 course, "The Prospecting Engine."Main Topics CoveredDirect Approach: Using personalized triggers and offering opportunities in outreach messages.Do the Math: A framework combining a trigger, pitch, calculation, and call to action, to quantify the prospect's problem.P.S. Framework: Combining a problem-focused question, a teaser, a call...2023-12-1904 minThe B2B Sales PodcastHow I use ChatGPT to turn any message into a template, with Thibaut SouyrisThibaut discusses how to use chat GPT to turn messages or scripts into reusable templates for LinkedIn, emails, or calls. He offers a three-step method to stand out in your prospects' inboxes and start more conversations.Main Topics CoveredCreating a swipe file for storing good sales templatesUsing chat GPT to turn these messages into adaptable templatesHow to replace template content with your own specific use casesSign Up for the NewsletterGet more tips and a swipe file from Thibaut by signing up to the Tactical Selling newsletter: https://www.saleslabs...2023-10-1804 minThe B2B Sales PodcastHow I booked 12 meetings with this simple LinkedIn connection request, with Thibaut SouyrisThibaut shares his LinkedIn connection request strategy that led to 12 meetings, two key frameworks for crafting impactful messages, and a bonus tip on utilizing ChatGPT for outbound prospecting.Main Topics:Securing 12 meetings with a LinkedIn strategy.Framework 1: Trigger, Idea, Call to Action (CTA).Framework 2: Merging Trigger and Idea with negative psychology.Bonus: Using ChatGPT for templatizing successful messages.Sign Up for More Insights:Thibaut's Newsletter.Happy selling!2023-10-0403 minThe B2B Sales PodcastWhy the SDR model as we know it is dead, with Thibaut SouyrisIn this episode, Thibaut shares insights on the sweeping layoffs in the tech sector and offers pragmatic solutions to adapt to the evolving sales landscape, touching on the necessity of learning human psychology, AI tools, and considering independence in your sales career.Main Topics Covered:SDR Model’s ObsolescenceImpact of AI on SalesStrategies for Sales DevelopmentEmbracing IndependenceThe instability of sales jobs and the myth of lifelong employment.Strategies to gain independence and break free from the employment cycle.Newsletter and Course Sign-up:For more insights and to pre-order the Tactical Selling course, si...2023-09-2705 minThe B2B Sales PodcastThis is how you should use AI for sales, with Thibaut SouyrisIn this episode, Thibaut explores how to effectively use AI in B2B sales. Learn three ways to use AI for tasks like prospecting and outreach, as well as common mistakes to steer clear of.Main Topics CoveredDiscovering AI features in an iPhoneHow to Use AI in SalesMistakes to AvoidAdditional ResourcesSign up for Thibaut's "Tactical Selling" newsletter: Tactical Selling Newsletter2023-09-2006 minThe B2B Sales Podcast3 tactics you can’t ignore to keep a deal moving, with Thibaut SouyrisWelcome to another episode of the B2B Sales Podcast with your host, Thibaut. In today's episode, Thibaut discusses three crucial tactics you can't afford to ignore if you want to accelerate your sales deals. Tune in to discover how to ask the right questions, use value-based email follow-ups, and leverage digital tools to keep your deals moving.Main Topics CoveredThe importance of asking the right questions during prospect conversationsHow to craft effective value-based follow-up emailsUsing digital tools to align and follow up in one placeAdditional ResourcesTo get access to...2023-09-1306 minThe B2B Sales PodcastHow this sales rep used reciprocity to book a meeting with me, with Thibaut SouyrisIn this episode, Thibaut shares an insightful experience of how a sales rep successfully booked a meeting with him using smart outreach techniques. If you’re tired of generic, automated outreach attempts and are looking for ways to engage effectively with potential clients, you won't want to miss this episode!Main Topics CoveredThe failure of automated outreach and the importance of personal connection.How the rep engaged with Thibaut initially by responding to his email newsletter.Utilizing the "soft ask" approach to request a quick favor.The role of reciprocity in sales, exemplified through this re...2023-09-0606 minThe B2B Sales Podcast5 resources to help you get back to prospecting, with Thibaut SouyrisIn today’s episode, Thibaut offers five crucial resources to help you get back to prospecting. Whether you’ve had a long break, were on vacation, or had other responsibilities that put your sales activities on hold, this episode will give you the tools to reignite your sales outreach.Main Topics CoveredIntroduction and the challenge of balancing family time and prospectingResource 1: Four Steps to Kickstart Your ProspectingResource 2: Determining How Many Prospects to Contact DailyResource 3: Three Rules to Getting Replies with Cold EmailResource 4: The Ultimate Guide to AI-Powered OutreachResource 5: New Outreach System + AI Outreach System Bundle...2023-08-3005 minThe B2B Sales PodcastHow I tweak my messaging when running an outbound sequence, with Thibaut SouyrisIn this episode, Thibaut dives deep into his process for tweaking outbound messaging to enhance the chances of getting replies. Learn about sequence skeletons, finding the right triggers, and crafting the perfect message. Boost your outbound success by understanding the nuances of messaging strategy.Main Topics Covered:The significance of adjusting outbound messages for repliesBuilding a sequence skeleton for consistencyFinding the relevant trigger to captivate prospectsCrafting messages using templatesStaying relevant with fluid messaging while maintaining a strict sequence skeletonLink to the Detailed Post: How I Tweak My Messaging When Running an Outbound Sequence2023-08-2305 minThe B2B Sales PodcastHere’s what I do in my daily prospecting block, with Thibaut SouyrisIn this episode of the B2B Sales podcast, Thibaut takes listeners through his daily prospecting block routine. From follow-ups to finding new prospects and motivating himself with a coffee reward, discover the step-by-step process that Thibaut uses to start engaging conversations and generate opportunities.Main Topics Covered:Starting with the follow-ups in the prospecting tracker.Methodology to determine active sequences for outreach.Importance of adaptability and monitoring replies during follow-up.Strategies to find five new prospectsApproaches for initiating the outbound engagement with prospectsThe significance of rewarding oneself after a prospecting block.Motivating oneself to start...2023-08-0905 minThe B2B Sales PodcastHere’s how many prospects you should contact everyday, with Thibaut SouyrisIn this insightful episode of the B2B Sales Podcast, Thibaut explains a simple, four-step system that will help listeners calculate the number of prospects they should contact daily. This system is aimed at building an effective outreach strategy and providing a clearer understanding of your daily sales activities.Main Topics Covered:Defining Your Goal: Understand your booking, revenue, opportunity, or meetings booked goal. Having a clear understanding of your monthly, quarterly, or yearly goal is critical for success.Setting Conversion Rates: Understand your conversion rates. This can be broken down into reply rate, meeting booked...2023-08-0204 minThe B2B Sales PodcastSDRs, here are 3 steps to running your weekly 1:1, with Thibaut SouyrisIn this episode, Thibaut discusses the importance and methods of conducting efficient weekly one-on-one meetings for Sales Development Representatives (SDRs) or Sales Development Managers. He presents a 3-step approach to streamline meetings, focusing on crucial metrics such as prospects added to your sequence, conversations started, and meetings booked. The implementation of these questions leads to more effective meetings, enhanced productivity, and a more nuanced understanding of your prospecting system.Main Topics Covered:The common issue of unproductive one-on-one meetings in sales and strategies to counter thisThe first question: How many prospects did you add to your...2023-07-2604 minThe B2B Sales Podcast4 steps to building a referral strategy, with Thibaut SouyrisIn this episode of the B2B Sales Podcast, Thibaut shares a simple yet effective four-step system for building a referral strategy in 2023. Learn how you can leverage your existing customers' networks to generate new opportunities and kick-start meaningful conversations.Main Topics CoveredThe significance of referrals in generating business opportunities in 2023.How to create a comprehensive list of existing customers with five key criteria using a CRM system.Crafting an impactful 'Thank you' script with an ask for referrals.The power of using video messages for referral requests.Tips for recording an engaging video message...2023-07-1905 minThe B2B Sales Podcast4 lessons I learned from last week’s masterclass, with Thibaut SouyrisIn this B2B Sales Podcast, Thibaut shares key points from his recent masterclass on successful cold outreach. Learn about identifying customer problems, creating a contact plan, using different channels, and the importance of consistency.Main TopicsIdentifying Customer ProblemsCreating a Contact PlanUsing Different ChannelsConsistency in OutreachLinksDetailed PostUpcoming Masterclass2023-07-1205 minThe B2B Sales PodcastHow I use ChatGPT to research 10-K reports, with Thibaut SouyrisIn this episode, Thibaut reveals a game-changing approach to researching 10-K reports and other corporate documents using ChatGPT and the AskYourPDF plugin. Learn how to efficiently extract key initiatives and data from lengthy reports, and craft effective sales messages that resonate with your prospects.Main Topics Covered:Introduction to the episode.Installing the AskYourPDF plugin on ChatGPT.Navigating through settings to enable beta features.Accessing the plugin store and installing Ask Your PDF.Utilizing ChatGPT to summarize 10-K reports.How to ask ChatGPT to extract key points from a 10-K report using the AskYourPDF plugin.Zooming...2023-07-0507 minThe B2B Sales PodcastThis is the #1 reason your prospects ignore you, with Thibaut SouyrisIn this episode of the B2B Sales Podcast, Thibaut explores the core reason why prospects often ignore sales pitches and offers a practical six-step strategy to effectively engage with prospects by understanding and addressing their problems.Main Topics Covered:The Core Issue: Understanding that prospects ignore salespeople because they focus on products rather than the prospects' problems.Ideal Customer Profile (ICP):Creating a clear ICP combining ideal customer companies and titles.Utilizing ‘Above the Line’ and ‘Below the Line’ for titles.Example: Targeting SaaS companies in EMEA with 10+ inside sales reps, focusing...2023-06-2806 minThe B2B Sales Podcast3 rules to getting replies with cold email, with Thibaut SouyrisIn this episode of the B2B Sales Podcast, Thibaut dives into the nuances of sending effective cold emails. He shares three essential rules to increase the open and response rates, leading to more conversations and bookings. If you've been struggling to get replies or constantly facing rejections, these tips can turn your cold email strategy around.Main Topics Covered:Importance of a succinct subject line:Aim to keep it under five words.Look for inspiration in your own mailbox.Creating an effective body for the cold email:Limit the body...2023-06-1405 minThe B2B Sales PodcastWatch me create a cold outreach sequence from scratch with ChatGPT, with Thibaut SouyrisIn this episode of the B2B Sales Podcast, Thibaut takes listeners through his process of creating an effective call outreach sequence from scratch, leveraging Chat GPT to build the content. This 5-step process is designed to help improve your sales outreach efforts and optimize your results. Thibaut will also introduce a detailed video tutorial that will be released on Thursday, providing a step-by-step walkthrough of the entire process.Main Topics Covered:Reviewing your ICP (Ideal Customer Profile) metrics: Understanding your ideal customer companies based on size, revenue, location, and other demographic data, along with identifying...2023-05-2405 minThe B2B Sales PodcastHow to use calendar links to book meetings, with Thibaut SouyrisIn this episode of the B2B Sales Podcast, Thibaut Souyris delves into the nuances of effectively using calendar links to book meetings. He outlines the importance of timing, how to tactfully navigate the conversation, and when to share your availability. This episode is packed with valuable tips to avoid the pitfalls of pushy outreach and to enhance your productivity in sales.Links and Resources: Free Guide: How to Use Calendar Links to Book Meetings2023-05-1704 minThe B2B Sales PodcastHow I used AI to create my LinkedIn headshot, with Thibaut SouyrisIn this episode of the B2B Sales Podcast, Thibaut shares how he created his latest LinkedIn headshot using an AI tool called Secta, saving time and money compared to traditional professional headshots. Learn how you can create a professional headshot in just minutes for only $49.Main Topics Covered:Importance of a professional headshot on LinkedInChallenges with traditional professional headshot processIntroduction to Sector Labs AI toolStep-by-step guide to creating a LinkedIn headshot using Sector LabsExamples of AI-generated headshotsLink to examples mentioned in the podcast: How I Used AI to Create My LinkedIn Headshot2023-04-2605 minThe B2B Sales Podcast4 outbound message frameworks you should try, right now, with Thibaut SouyrisIn this episode of the B2B Sales Podcast, host Thibaut shares four powerful outbound message frameworks to help you catch your prospects' attention and start more conversations. Discover the rationale behind each framework, and learn how to effectively utilize them in your sales outreach. Don't miss this chance to level up your sales game!Main Topics Covered:Framework 1: Question Teaser Call to ActionProblem-oriented questionIntriguing resource (teaser)Simple question for the call to action (CTA)Framework 2: Job to Be DoneTool or resource related to the conversationConfirm if the issue...2023-04-1906 minThe B2B Sales PodcastThe AI Outreach System goes live this week, with Thibaut SouyrisIn this episode of the B2B Sales Podcast, Thibaut shares a few details about his new course, The AI Outreach System. It goes live on Friday 14th of April at 4:00 PM Berlin time.If you want to grab the 30% discount code mentioned in the episode, make sure to sign up to Tactical Selling: https://www.saleslabs.io/tactical/2023-04-1203 minThe B2B Sales PodcastChatGPT: What salespeople get wrong about it, with Thibaut SouyrisIn this new episode, Thibaut shares 3 mistakes salespeople do when using ChatGPT, and how to fix them. You'll find all the links mentioned in the episode here.2023-03-1407 minThe B2B Sales PodcastChatGPT: 5 prospecting prompts you can’t afford to ignore, with Thibaut SouyrisIn this new episode, Thibaut shares 5 ChatGPT prompts can't afford to miss if you're in sales. You'll find all the links mentioned in the episode here.2023-03-0708 minThe B2B Sales Podcast4 AI sales tools you can’t afford to miss, with Thibaut SouyrisIn this new episode, Thibaut shares 4 AI tools you can't afford to miss if you're in sales. If you're interested in pre-ordering the AI Outreach System, you can do it here.You'll find all the links to the tools here.2023-02-2805 minThe B2B Sales PodcastChatGPT: 3 steps to generating an outbound sequence from scratch, with Thibaut SouyrisIn this new episode, Thibaut shares the 3 steps he follows to create dozens of cold outbound messages in less than 10 minutes. If you're interested in pre-ordering the AI Outreach System, you can do it here.Go check the blog post here.2023-02-2107 minThe B2B Sales PodcastFinal days to join the AI Outreach System Waitlist, with Thibaut SouyrisIn today's episode, Thibaut shares a few details about his new course, The AI Outreach System. You can join the waitlist here. Be quick, it closes for good on the 20th of February.2023-02-1405 minThe B2B Sales PodcastEmail subject lines: The last guide you’ll ever need, with Thibaut SouyrisIn this new episode, Thibaut shares the 3 steps he follows to create dozens of email subject lines in less than 5 minutes. If you're interested in joining the waitlist for the AI Outreach System, you can do it here.Go check the blog post here.2023-02-0706 minThe B2B Sales PodcastAI Prospecting: 5 steps to turning a marketing resource into a killer prospecting asset, with Thibaut SouyrisIn this new episode, Thibaut shares the 5 steps he follows to turn a marketing resource into a killer prospecting asset. If you're interested in joining the waitlist for the AI Outreach System, you can do it here.Go check the blog post here.2023-01-3107 minThe B2B Sales Podcast50% reply rate: How I use ChatGPT to catch the attention of my prospects, with Thibaut SouyrisIn this new episode, Thibaut shares the 3 steps he follows to get a 50% reply rate with ChatGPT. If you're interested in joining the waitlist for the AI Outreach System, you can do it here.Go check the blog post here.2023-01-2404 minThe B2B Sales PodcastOne Week with ChatGPT: How I saved over 4 hours of prospect research, with Thibaut SouyrisIn this new episode, Thibaut shares how he saved 4 hours of prospect research, with ChatGPT. If you're interested in joining the waitlist for the AI Outreach System, you can do it here.Go check the blog post here.2023-01-1706 minThe B2B Sales Podcast3 steps to using Cost of Inaction in your messaging, with Thibaut SouyrisIn this new episode, Thibaut shares his 3 steps to using the cost of inaction in your messaging. You can find how to create a comparative logic calculator here.Get this podcast in written version here.If you want 1 sales development tip per week from Thibaut, it's over here.2023-01-1005 minThe B2B Sales PodcastWhat I would do if I was starting a new sales job in 2023, with Thibaut SouyrisIn this new episode, Thibaut shares what he would do if he was starting a new sales job in 2023.You can get The New Outreach System + The Cold Message System for 50% over here.if you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.If you want 1 sales development tip per week from Thibaut, it's over here.2022-12-2006 minThe B2B Sales PodcastHow to use comparative logic to get replies, with ThibautIn this new episode, Thibaut shares how you can use comparative logic to get replies.You can find the blog post and calculator Thibaut mentioned here.if you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.If you want 1 sales development tip per week from Thibaut, it's over here.2022-12-1306 minThe B2B Sales PodcastHow to find the size of your prospects' problems, with Skip & ThibautIn this new episode, Skip & Thibaut share their tactics to find and quantify prospects' problems.If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.If you want 1 sales development tip per week from Thibaut, it's over here.2022-12-0615 minThe B2B Sales PodcastThibaut Souyris on starting your own business and becoming a successful solopreneurThis episode is an interview of Thibaut by Tyrone Smith, from Host of The Sales Career Podcast. Thibaut talks about his journey becoming a solopreneur.If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.If you want 1 sales development tip per week from Thibaut, it's over here.2022-11-2235 minThe B2B Sales Podcast3 steps to creating upsell opportunities, with ThibautIn this new episode, Thibaut shares 3 steps to creating upsell opportunities.If you want to get the detailed guide in your mailbox when it goes out, it's over here.If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.2022-11-1507 minThe B2B Sales PodcastMental preparedness for outbounding, with Skip and ThibautIn this new episode, Skip & Thibaut share 3 ways you can mentally prepare for outbounding.Here's a cold call checklist to help you prepare.If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.If you want 1 sales development tip per week from Thibaut, it's over here.2022-11-0816 minThe B2B Sales PodcastHow to reach your targets when you're lazy, with ThibautIn this new episode, Thibaut shares 3 rules to reach your target when you're lazy.If you want to read the full guide on 5 traits of successful SDRs, it's here.If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.If you want 1 sales development tip per week from Thibaut, it's over here.2022-10-1906 minThe B2B Sales PodcastThibaut's interview with Darryl PraillThis episode is an interview of Thibaut by Darryl Praill, from AgoraPulse. Thibaut talks about his New Outreach System (you can check it here).If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.If you want 1 sales development tip per week from Thibaut, it's over here.2022-10-1140 minThe B2B Sales Podcast3 things to prepare Q4, with Skip and ThibautIn this new episode, Skip & Thibaut share 3 things you can right now to prepare Q4.Here's the post Skip did about the ROI slides, don't miss it!If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.If you want 1 sales development tip per week from Thibaut, it's over here.2022-09-2818 minThe B2B Sales Podcast3 rules to using LinkedIn voice notes to start conversations, with Thibaut SouyrisIn this new episode, Thibaut shares the 3 rules to using LinkedIn voice notes to start conversations, and book meetings.If you want to read the full guide on using voice notes, it's here.If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.If you want 1 sales development tip per week from Thibaut, it's over here.2022-09-2806 minThe B2B Sales PodcastHow to make prospecting videos with a 38% conversion rate, with Thibaut SouyrisThis episode is an masterclass of Thibaut for Hyrise Academy. Thibaut talks about how to make prospecting videos with 38% conversion rateIf you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.If you want 1 sales development tip per week from Thibaut, it's over here.2022-09-2140 minThe B2B Sales PodcastThibaut's interview with Eric QuanstromThis episode is an interview of Thibaut by Eric Quanstrom from Cience. Thibaut talks about prospecting on LinkedIn, what you should do and what you shouldn't do.If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.If you want 1 sales development tip per week from Thibaut, it's over here.2022-08-1757 minThe B2B Sales PodcastOur 7-step process to running cold calls, with Skip & ThibautIn this new episode, Skip & Thibaut share their 7-step process to running cold calls.You can access the cold call checklist here.If you're interested in receiving 1 weekly tip from Skip & Thibaut, you can sign up to their newsletter here.2022-07-2718 minThe B2B Sales PodcastWhy SDRs should also focus on expansion opportunities, with Thibaut SouyrisIn this new episode, Thibaut shares why involving SDRs in expansion opportunities makes sense. You'll discover 3 steps to shift your focus from new business only to expansion.If you're interested in joining Skip & Thibaut's community, you can check it here.2022-07-1308 minThe B2B Sales PodcastObjection handling 101, with Skip & ThibautIn this new episode, Skip & Thibaut share their tips on how to deal with objections.If you're interested in receiving 1 weekly tip from Skip & Thibaut, you can sign up to their newsletter here.2022-07-0617 minThe B2B Sales PodcastHow to get back to outbound prospecting when you got rusty, with Thibaut SouyrisIn this new episode, Thibaut shares 4 tips to get back to outbound prospecting when you got rusty.You can find the Prospecting Tracker, the Sales Process Calculator, and the blog post of early 2022.If you're interested in joining Skip & Thibaut's community, you can check it here.2022-06-2206 minThe B2B Sales PodcastHow to sell in a recession, with Skip & ThibautIn this new episode, Skip & Thibaut share their tips on how to sell in a recession, when budgets are tighter.If you're interested in receiving 1 weekly tip from Skip & Thibaut, you can sign up to their newsletter here.2022-06-0814 minThe B2B Sales Podcast7 bad prospecting habits holding you back, with Thibaut SouyrisIn this new episode, Thibaut shares the 7 bad prospecting habits holding you back, and what to do about them.If you're interested in trying Leadjet, you can sign up here.If you're interested in joining Skip & Thibaut's community, you can check it here.2022-06-0108 min
The B2B Sales PodcastWhy video is changing prospecting forever, with Manuel Hartmann and Thibaut SouyrisThis episode is an interview of Manuel Hartmann for Sales Development Talks, a new show Thibaut is launching with Tolstoy.If you're interested in joining Skip & Thibaut's community, you can check it here.2022-05-2545 minThe B2B Sales PodcastHow to book meetings with LinkedIn voice notes, with Thibaut SouyrisIn this new episode, Thibaut shares his 3 steps tactic to book meetings with LinkedIn voice notes.If you're interested in joining Skip & Thibaut's community, you can check it here.2022-05-1807 minThe B2B Sales PodcastProActive Discovery is live, with Skip & ThibautIn this new episode, Skip & Thibaut tell you more about ProActive Discovery, the first self-paced, online course of Skip.If you want to order it, you can do it here.2022-05-1113 minThe B2B Sales PodcastYou don’t need more product knowledge, with Thibaut SouyrisIn this new episode, Thibaut shares why you don't need more product knowledge as an SDR.Go check the New Outreach System here.If you're interested in joining Skip & Thibaut's community, you can check it here.2022-05-0411 minThe B2B Sales PodcastHow to deal with objections in the sales process, with Skip & ThibautIn this new episode, Skip & Thibaut talk about two simple framework to handle an objection.If you're interested in joining Skip & Thibaut's community, you can check it here.2022-04-2016 minThe B2B Sales PodcastLearn how to prospect with video in 30 minutes, with Thibaut SouyrisThis episode is an interview of Thibaut by Manuel Hartmann, for the Startup Sales Summit 2022.If you're interested in joining Skip & Thibaut's community, you can check it here.2022-04-1330 minThe B2B Sales PodcastTwo simple tactics you can use to give energy to your deals, with Skip & ThibautIn this new episode, Skip & Thibaut talk about two simple tactics you can use to give energy to your deals. The first one is called homework assignment, the second on trumpeting.If you're interested in joining Skip & Thibaut's community, you can check it here.2022-04-0616 minThe B2B Sales PodcastWhy I refused business from two people who wanted to work with me, with Thibaut SouyrisIn this new episode, Thibaut shares a recent story on why he chose to refuse working with two people who were interested in working with him.If you're interested in joining Skip & Thibaut's community, you can check it here.2022-03-3009 min
The B2B Sales PodcastThibaut's interview with Gautam RishiThis episode is an interview of Thibaut by Gautam Rishi from OneShot. Thibaut talks about his journey and how he trains SDR teams.If you're interested in joining Skip & Thibaut's community, you can check it here.2022-03-2223 min
The B2B Sales PodcastStop working for your prospects for free, with Thibaut SouyrisIn this new episode, Thibaut shares a recent deal he's been working on and how he avoided working for free without knowing if the deal would close.If you're interested in joining Skip & Thibaut's community, you can check it here.2022-03-1508 min
The B2B Sales PodcastHow to prospect on LinkedIn, with Thibaut SouyrisIn this special episode, Thibaut shares his detailed approach to prospect on LinkedIn and book meetings. The episode is a recording of a live workshop for Full Funnel. If you want to check the video recording, you can do it here.You can also access Thibaut's New Outreach System here.If you're interested in joining Skip & Thibaut's community, you can check it here.2022-03-0843 min
The B2B Sales PodcastHow to deal with BTLs blocking your deal, with Skip & ThibautIn this new episode, Skip & Thibaut talk about how to deal with BTLs blocking your deal. They talk a recent example of a deal Thibaut lost when speaking with sales enablement.If you're interested in joining Skip & Thibaut's community, you can check it here.2022-02-2218 min
The B2B Sales PodcastDon't let your prospect "sell internally", with Skip & ThibautIn this new episode, Skip & Thibaut talk about why you shouldn't let your BTL sell internally.If you're interested in joining Skip & Thibaut's community, you can check it here.2022-02-0816 min
The B2B Sales PodcastHow AJ closed €50.000 using Thibaut's sales tips, with AJ AlaoIn this new episode, Thibaut receives AJ Alao from SeedLegals.In this interview, you'll hear how AJ used Thibaut's sales tips to generate and close €50.000 of outbound opportunities.You can connect with AJ on LinkedIn here.Want to know more about the program AJ used? Check it here.Want to join the Selling Advantage Community? Do it here.Enjoy the show!2022-02-0131 min
The B2B Sales PodcastTop 3 mistakes salespeople keep doing, with Skip & ThibautIn this new episode, Skip & Thibaut talk about the top 3 mistakes salespeople are doing in their sales calls.If you're interested in joining Skip & Thibaut's community, you can check it here.2022-01-2516 min
The B2B Sales PodcastHow to plan for success in 2022, with Skip & ThibautIn this new episode, Skip & Thibaut share their plans for 2022 and how you can plan to reach your targets.If you're interested in joining Skip & Thibaut's community, you can check it here.2022-01-1114 min
The B2B Sales Podcast2021 wrap up, with Skip & ThibautIn this last episode of 2021, Skip & Thibaut share their summary of 2021 and what they expect for 2022.If you're interested in joining Skip & Thibaut's community, you can check it here.2021-12-2814 min
The B2B Sales PodcastWhy I became an advisor for Tolstoy, with Thibaut SouyrisIn this new episode, Thibaut tells you everything about his new gig as an advisor for Tolstoy.Signup to Tolstoy for free todayHow Thibaut uses Tolstoy and how you can contribute2021-12-1410 min
The B2B Sales PodcastHow to clean up your pipeline to finish the year strong, with Skip & ThibautIn this new episode, Skip & Thibaut share their tips on how to clean up your pipeline to finish the year strong.For most salespeople, December is the last month of the last quarter of the year. You will get Skip and Thibaut's tips on how to make sure you get a great end of the year and prepare for the next quarter.And if you're interested in joining Skip & Thibaut's community, you can check it here.2021-11-3013 min
The B2B Sales PodcastMy updated 6-step outreach sequence, with Thibaut SouyrisIn this new episode of The B2B Sales Podcast, Thibaut shares the latest version of his Ultimate LinkedIn Outreach Sequence. Here's what you'll learn:The exact, 6-step sequence Thibaut uses to get a 38% reply rate and an 11% meeting rateHow to write a connection request with a 70% acceptance rateHow Thibaut uses Vidyard and Tolstoy for video prospectingHow to drop a LinkedIn voice noteIf you're interested in building your own prospecting routine and using LinkedIn to book meetings, you should check Thibaut's New Outreach System. It's a tactical guide to book meetings on LinkedIn.Enjo...2021-11-1609 min
The B2B Sales PodcastI've been prospecting on LinkedIn for 220 days, and here's what I found out, with Thibaut SouyrisIn this new episode of The B2B Sales Podcast, Thibaut shares what 220 days of prospecting on LinkedIn have taught him.If you're interested in building your own prospecting routine and using LinkedIn to book meetings, you should check Thibaut's New Outreach System. It's a tactical guide to book meetings on LinkedIn.Enjoy the show!2021-11-0208 min
The B2B Sales PodcastThe laziest SDR I met was also the most successful, with Thibaut SouyrisIn this new episode of The B2B Sales Podcast, Thibaut shares how the laziest SDR he worked with was also the most successful. You'll learn why and how you can become more successful too!If you're interested in building your own prospecting routine and use LinkedIn to book meetings, you should check Thibaut's New Outreach System. It's a tactical guide to book meetings on LinkedIn.Enjoy the show!2021-10-2009 min
The B2B Sales PodcastMeet your new co-host, with Thibaut SouyrisIn this episode, you will discover the new co-host of The B2B Sales Podcast. We are launching our 8th season and we're very excited to announce that we have a new co-host.Tune in to find out who will replace Ara, and what we'll be working on together (and don't worry, Ara is doing fantastic, she came up with the idea)!Add Skip and Thibaut on LinkedIn.If you want to join The Selling Advantage Community, you can do it here.2021-10-0610 min
The B2B Sales PodcastA mindset change that will get your more meetings, with Thibaut SouyrisIn this new episode of The B2B Sales Podcast, Thibaut shares a simple mindset change you can apply to get more meetings.Here's the sequence Thibaut is referring to in the episode.You can join the Selling Advantage Community here if you want to get tactical tips like this one.Enjoy the show!2021-09-2208 min
The B2B Sales Podcast5 deadly sins of prospecting videos, with Thibaut SouyrisIn this new episode of The B2B Sales Podcast, Thibaut shares the 5 deadly sins of prospecting videos. You will discover what most reps are doing wrong, and what to do instead.You can join the Selling Advantage Community here if you want to get tactical tips like this one.Enjoy the show!2021-09-0808 min
The B2B Sales PodcastDriving results with Omnichannel prospecting, with Thibaut SouyrisThis episode is a rediffusion of an interview with Thibaut Souyris on The Lowly SDR Podcast.Thibaut was invited by Tyler Cole to share his approach to prospecting, and how SDRs can use the T-shaped Sales Development Framework to start more conversations.If you're interested in learning more about the program, go check it here.Enjoy the show!2021-09-0140 min
The B2B Sales PodcastA simple tactic to stand out in competitive deals, with Thibaut SouyrisIn this new episode of The B2B Sales Podcast, Thibaut shares his playbook to stand out in competitive deals.You will discover his exact structure and the tools he used for that, and how he closed 5 deals in the last 3 months like this.You can join the Selling Advantage Community here if you want to get tactical tips like this one.Enjoy the show!2021-08-2507 min
The B2B Sales PodcastMy new outbound sequence, with Thibaut SouyrisIn this new episode of The B2B Sales Podcast, Thibaut shares his new outbound sequence in detail.You will discover the touchpoints, cadence, and messaging he uses, with a 40% reply rate.You can join the Selling Advantage Community here if you want to grab the sequence worksheet with messaging and video explanation.Enjoy the show!2021-08-1109 min
The B2B Sales PodcastHow to close a 5-figures deal in 9 days, with Thibaut SouyrisIn this new episode of The B2B Sales Podcast, Thibaut shares his experience closing a 5-figures deal in only 9 days.You will discover the 4 steps he used to add energy to his deal, increase the scope, and close faster.If you're interested in learning exclusive tactics and tips, you can join the Selling Advantage Community here.Enjoy the show!2021-07-2808 min
The B2B Sales PodcastEverything you wanted to know about selling into Europe, with Thibaut SouyrisThis episode is a rediffusion of an interview of Thibaut Souyris on The Surf and Sales Podcast.Thibaut was invited by Richard Harris to share his experience on selling into Europe. You'll discover what is different from typical North American sales, what is similar, and how to navigate cultural differences.If you're interested in learning more about selling in Europe, you can join the Selling Advantage Community.Enjoy the show!2021-07-2140 min
The B2B Sales PodcastHow to keep selling in summer, with Thibaut SouyrisIn this new episode of The B2B Sales Podcast, Thibaut shares his approach to keep selling in summer, when everything is slower.You will discover 2 critical aspects of selling in summer and why you shouldn't give up if no one replies to your outreach.If you're interested in learning exclusive tactics and tips, you can join the Selling Advantage Community here.Enjoy the show!2021-07-1408 min
The B2B Sales PodcastA simple tactic to post daily content as a sales rep, with Thibaut SouyrisIn this new episode of The B2B Sales Podcast, Thibaut shares a simple tactic when you want to post content daily as a sales rep... without posting content!You will discover why posting is so important, why it's so hard, and how to solve that problem.If you're interested in learning exclusive tactics and tips, you can join the Selling Advantage Community here.Enjoy the show!2021-06-2309 min
The B2B Sales PodcastHow to use LinkedIn events to book meetings, with Thibaut SouyrisIn this new episode of The B2B Sales Podcast, Thibaut shares his approach to book meetings with LinkedIn events.You will discover 3 simple steps to start conversations and land meetings with LinkedIn events.If you're interested in applying this tactic in details, with a worksheet and assignments, then go check the on-demand training here.Enjoy the show!2021-06-0908 min
The B2B Sales PodcastA simple qualification framework, with Thibaut SouyrisIn this new episode of The B2B Sales Podcast, Thibaut shares his qualification framework for sales calls.You will discover 3 important data points to collect to find out if an opportunity is qualified. And you won't be using BANT or MEDDIC!If you want to join a community of 130+ tech salespeople, go and check the Selling Advantage Community here. You'll get your first month for free!Enjoy the show!2021-05-1910 min
The B2B Sales PodcastHow I closed a 5-figures deal in 7 days, with Thibaut SouyrisIn this new episode of The B2B Sales Podcast, Thibaut shares how he closed a 5-figures deal in 7 days.You will discover how he used different languages of value for two types of buyers, how he found out about the reasons for buying, and how he structured the deal.If you're interested in learning how to run a powerful discovery call, join the Discovery Call Training, in partnership with Dooly and RevGenius.Enjoy the show!2021-05-0509 min
The B2B Sales PodcastMy secret sales weapon, with Thibaut SouyrisIn this new episode of The B2B Sales Podcast, Thibaut shares his secret sales weapon.You will discover how to help your customer go from "I get it" to "I get it" and induce a transfer of ownership online.The tools mentioned in the episode are Mural and Miro.If you're interested in learning how to run a powerful discovery call, join the Discovery Call Training, in partnership with Dooly and RevGenius.Enjoy the show!2021-04-2109 min
The B2B Sales PodcastHow to get your LinkedIn connection request accepted, with Thibaut SouyrisIn this new episode of The B2B Sales Podcast, Thibaut shares his tips on how to get your LinkedIn connection request accepted.You will discover 3 different ways to send a connection request and maximize your acceptance rate. You'll also get concrete examples from Thibaut's experience.Thanks, Jan for submitting this question!If you want to submit your own question or suggest a guest, you can join the T-shaped Sales Community and get one month for free at https://www.saleslabs.io/tsc/.Enjoy the show!2021-03-2313 min
The B2B Sales PodcastHow to use LinkedIn Voicemails to get a 35% reply rate, with Thibaut SouyrisIn this new episode of The B2B Sales Podcast, Thibaut shares his tips on how he uses LinkedIn voicemails to get a 35% reply rate.You will discover where to find this feature, learn 3 things to keep in mind when sending a LinkedIn voicemail, and you'll get Thibaut's framework to record creative and relevant voicemails.Thanks, Jan for submitting this question!If you want to submit your own question or suggest a guest, you can join the T-shaped Sales Community and get one month for free at https://www.saleslabs.io/tsc/.2021-03-0911 min
The B2B Sales PodcastHow to get more answers with video prospecting, with Thibaut SouyrisIn this new episode of The B2B Sales Podcast, Thibaut shares 4 tips to get more answers with video prospecting.You will discover the differences between core videos and prospecting videos, how Thibaut builds his video scripts as well as additional resources to send prospecting videos.Thanks, Lee for submitting this question!And if you're interested in sending prospecting videos, you can purchase the LinkedIn Video Prospecting TrainingIf you want to submit your own question or suggest a guest, you can join the T-shaped Sales Community and get one month...2021-02-2312 min
The B2B Sales PodcastHow to time-box your outreach, with Thibaut SouyrisIn this new episode of The B2B Sales Podcast, Thibaut talks about his framework to time-box his outreach.You will discover the concept of Powerhour, how Thibaut structures his outreach as well as additional resources to book more meetings.Thanks, Henry for submitting this question!Sales process calculatorUsing content trainingLinkedIn Video Prospecting TrainingIf you want to submit your own question or suggest a guest, you can join the T-shaped Sales Community and get one month for free at https://www.saleslabs.io/tsc/.Enjoy the show!2021-02-0914 minThe B2B Sales PodcastEpisode 34 - Season 3 wrap up, with Ara & ThibautIn 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 this form.We are also looking for sponsors for the show, if that's you, fill this form.You...2020-10-0727 min